Negotiation

Gavin Kennedy

Negotiation is one of several means that help managers make decisions. It is neither superior nor inferior to other forms of decision making. It is appropriate in some circumstances but not in others. Management is complex and deciding when negotiation is appropriate is just one aspect. The course aims to provide a thorough grounding in the science and practice of negotiation. Academic disciplines such as economics, psychology, sociology, politics, anthropology and mathematics have researched negotiation and much of this material forms the basis for its scientific analysis.

Topics covered

What is negotiation?.
Distributive bargaining.
Preparation for negotiation.
Debate in negotiation.
A proposal is not a bargain.
Bargaining for an agreement.
Styles of negotiation.
Rational bargaining?.
Streetwise manipulation.
Personality and power in negotiation.
Culture and negotiation.
Retrospection.

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Safwat Kabany
Syria

For Safwat Kabany, from Syria, doing his MBA with Edinburgh Business School was the most logical choice. "I'm in the petrochemical industry and Heriot-Watt University is one of the world-leading academic institutions in this field of industry. I therefore knew a lot about the high standards at Heriot-Watt and these are certainly evident in EBS's MBA programme."

Safwat decided to do the programme as a full-time on-campus student, which was not without its challenges, particularly for a foreign student. "I had to cope with both language and cultural differences, which at first were quite daunting. EBS, however, is very skilled at dealing with people from different backgrounds and cultures and it wasn't long before I felt very comfortable in this environment. The faculty are extremely helpful and take a keen interest in every individual. The facilities at Heriot-Watt for resident on-campus students are excellent and not having to worry about where I would live or how I would feed myself ensured that I could devote all my attention to my studies."...more