The Nature of Negotiation
- Characteristics of a negotiation situation
- Interdependence
- Mutual adjustment
- Value claiming and value creation
- Conflict
- Effective conflict management
Strategy and Tactics of Distributive Bargaining
- The distributive bargaining situation
- Tactical tasks
- Positions taken during negotiation
- Closing the deal
- Hardball tactics
Strategy and Tactics of Integrative Negotiation
- An overview of the integrative negotiation process
- Key steps in the integrative negotiation process
- Factors that facilitate successful integrative negotiation
Negotiation: Strategy and Planning
- Goals
- Strategy versus tactics
- The planning process
Ethics in Negotiation
- Ethical quandaries
- The meaning of ethics and their importance in negotiation
- Why ethical conduct issues arise in negotiations
- Deceptive tactics – motives and consequences
- Dealing with deception
Perception, Cognition and Emotion
- Perception
- Framing
- Cognitive biases in negotiation
- Managing misperceptions and cognitive biases in negotiation
- Mood, emotion and negotiation
Communication
- Communication during negotiation
- How people communicate in negotiation
- Improving communication in negotiation
- Communication and closing negotiation
Finding and Using Negotiation Power
- The importance of power
- The definition of power
- Dealing with others who have more power
Relationships in Negotiation
- Negotiations in communal sharing relationships
- Key elements in managing negotiations within relationships
Multiple Parties, Groups and Teams in Negotiations
- The nature of multiparty negotiations
- Managing multiparty negotiations
International and Cross-Cultural Negotiations
- How international negotiations differ
- Conceptualising culture and negotiation
- Managerial perspectives
- Research perspectives
- Culturally responsive negotiation strategies
Best Practices in Negotiation
- Approaches and techniques
Example Candidate Response Booklet
Example Candidate Response (ECR) Booklets are a source of crucial information for Centres and Candidates as they use real candidate responses. We ask Senior Examiners to comment on five or more responses in terms of why the mark was awarded with commentary about how to improve the answer (if necessary).
