Negotiation & Persuasion

Negotiation & Persuasion

Course Overview:

This course aims to provide students with theoretical knowledge and practical skills in negotiation and persuasion. Students will learn how to effectively negotiate in various settings and how to use persuasive techniques to influence others ethically.

Week 1: Introduction to Negotiation and Persuasion

• Definition and importance of negotiation and persuasion
• Key differences and similarities
• Applications in personal and professional contexts

Week 2: The Psychology of Persuasion

• Principles of persuasion (e.g., reciprocity, commitment, social proof, authority, liking, scarcity)
• Psychological mechanisms behind persuasion

Week 3: Preparation for Negotiation

• Importance of preparation
• Setting goals and objectives
• Researching and understanding the other party

Week 4: Strategies and Tactics in Negotiation

• Distributive vs. integrative negotiation strategies
• Common tactics and counter-tactics
• Building and claiming value

Week 5: Communication Skills in Negotiation and Persuasion

• Active listening and effective questioning
• Verbal and non-verbal communication
• Managing emotions and conflict

Week 6: Ethical Considerations in Negotiation and Persuasion

• Ethics in negotiation and persuasion
• Identifying and avoiding manipulative tactics
• Building trust and credibility