Negotiation: Theory and Practice

This unit examines the theory and practice of negotiation from a number of academic and practical perspectives. The dynamics of integrative, distributive and intra-organisational bargaining are analysed and the critical sub-processes of negotiation are reviewed: persuasion, communication, the social context of negotiation, sources and use of power and influence. The analysis and conduct of a series of negotiation case studies, role plays and a simulation, cover a wide range of managerial and organisational issues.