Course Objectives

This 15-hour programme has two goals. The first is to understand and practise applying the intellectual framework known as “principled negotiation.” The other goal is to sharpen English-language vocabulary that is commonly used in negotiations.   

Principled negotiation is also called "negotiation on the merits," "integrative bargaining," or "win-win negotiation." This approach to negotiating was developed by the Project On Negotiation at Harvard University, and was popularised in the book Getting To Yes. (Participants will receive a copy of that book as part of the programme.) In principled negotiation, the parties collaborate to develop a mutually beneficial agreement based on the interests of each. This is in contrast with conventional "position-based" bargaining, typically a zero-sum game.

Who should attend?

Legal (and other) professionals who negotiate, whether to resolve disputes or transact business.
 

Come and meet the new course…..

• Training seminar for legal and other professionals who negotiate to resolve disputes and to transact business
• Understanding and applying the “Getting To Yes” approach
• Understanding and applying English-language negotiating terms
• Practical role-playing and simulations to sharpen skills

Key topics

• The main ideas behind principled negotiation
• Common negotiating terms and statements in English

Interactive methodology

• Role-playing exercises
• Simulations