Fundamentals of Negotiation: Theory and Practice

Registrations for this course are currently closed. Please sign up for our Newsletter to be informed when the course dates for 2024 are published.

Learning Objectives​

At the end of the course, participants will be able to: 

• Distinguish between different approaches to negotiations, including distributive and integrative negotiation.

• Develop their own skills for application during different stages of the negotiation process, including preparation, conduct and closure.

• Analyse the underlying interests of parties to a negotiation and design effective strategies for securing integrative outcomes to complex problems. 

• Critically reflect upon and evaluate their own negotiation experiences.

The course has a strict limit on participants. Preparation and active involvement during the in-class simulations is essential so that all participants can derive the maximum benefit from the course.

Instructor

The course is taught by:

Jack R. Williams

Institute for Global Negotiation

Jack R. Williams is Adjunct Professor and Consultant for UNITAR. He is also President of the Institute for Global Negotiation.