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Course Content

Course Content for Close the Deal

This is an example of how the course may look but this can be discussed if your organisation would like a customised approach

Course Format

Each day will be broken into four 90 minute sessions, two in the morning and two in the afternoon. Across these twelve sessions, the course will be delivered through a mix of lectures, breakout sessions for individual and for group/team work, case studies, experiential learning and presentations. There will be plenty of opportunities and time to learn and practice the new tools and concepts, to engage in practice exercises and to receive feedback.

In addition to your intensive teaching sessions, there will be plenty of opportunities to network and get to know fellow participants which is a valuable part of the course. We are also excited to be able to offer several guest lectures as part of the course. The course includes:

  • a welcome dinner as part of the course in the vibrant and lively area of the Knowledge quarter
  • several guest lectures by world class practitioners
  • a graduation and celebration reception on the last evening. You will receive a University of Warwick certificate of attendance on completion of the programme.

We will also send a reading list in advance along with detailed joining instructions.

Content and Schedule

A whole host of factors, variables, tactics and strategies impact on the negotiation process and the eventual negotiating outcome. A deal may or not be reached. The costs incurred during the negotiating process and the nature of the deal itself - who gets what from the terms etc. - will all vary depending on the approach adopted by the parties. This course will introduce and address these factors in the following way across the 3 days of the course:

Day One

  • Introductions and Course Outlines
  • Brexit Negotiations – To be used to introduce the main concepts and tools relevant to many other kinds of negotiations.
  • Game-theoretic tools and concepts for two party distributive dynamic (multi-round) negotiations
  • Time and Risk
  • Value Creation (Integrative)
  • Guest lecture
  • Welcome dinner

Day Two

  • Emotions
  • Influence
  • Fairness
  • Trust
  • Outside Options (BATNAs)
  • Inside Options

Day Three

  • Informaton
  • Multi-party negotiations
  • Multi-issue negotiations
  • Arbitration and mediation
  • Graduation ceremony and farewell reception

Day Four

  • Multi-party negotiations
  • Repeated Bargaining
  • Value Creation (Integrative)
  • Incomplete Contracts and Contracting

Day Five

  • Pre (Commitment) and other tactics
  • Multi-issue negotiations
  • Arbitrition and Mediation
  • Graduation and celebration reception

Daily Course Schedule

09:30 – 09:45
Welcome refreshments
09:45 – 11:15
Morning Session 1
11:15 – 11:30
Mid-morning refreshments
11:30 – 13:00
Morning Session 2
13:00 – 14:00
14:00 – 15:30
Afternoon Session 1
15:30 – 15:45
Afternoon refreshments
15:45 – 17:15
Afternoon Session 2

In addition you can look forward to a guest lecture at 5.30pm and welcome dinner at 7pm on day one and a graduation ceremony and celebration reception on day three from 5.30-7pm where you will receive your University of Warwick certificate of attendance.

A detailed timetable and reading list will be provided to you prior to the start of the course.