This course aims ……

1. to introduce students to fundamental concepts and frameworks of negotiation;
2. to provide platforms for students to explore the situational contingencies of the negotiation concepts and frameworks. Students will practise and apply the negotiation frameworks in a broad variety of situations, such single-issue, multi-issue, dyadic, multi-person, team, cross-cultural, deal-making, dispute resolution settings. These practices will enhance students’ practical negotiation skills.
3. to expose students to culturally different negotiators and hence assess the relevance of culture in negotiation.