Course overview
Negotiation is an essential mode of social interaction and a pivotal leadership competency, vital for managers, business leaders, and professionals across all sectors. Hosted in person at the University of Edinburgh Business School, this 91´óÉñ-level optional course offers a comprehensive analytical framework and strategic tools, enhancing participants’ ability to effectively negotiate while delivering commercial objectives and fostering key internal and external relationships—essential in today’s competitive global market.
The skills taught are relevant to those who work in a wide range of contexts and scenarios allowing participants to develop skills that improve their capacity to influence outcomes across both personal and professional realms, culminating in a command of negotiation techniques that enhance decision-making and strategic success in resource allocation. By the end of the course, participants will be equipped to handle more efficient team management, construct better commercial agreements, and engage more constructively with colleagues, clients, and customers.
Course aims
The aim of this course is to combine an analysis of the negotiation process with practical strategic skill development leading to an improved ability to negotiate effectively.
Main objectives:
- To provide an analysis of the process that allows you to understand what is happening when you negotiate and manage conflict.
- To identify and formulate key negotiation parameters.
- To be able to identify and execute key effective negotiation strategies used in a range of situations and contexts.
- To understand the strategic challenges associated with multi-party and cross-cultural negotiations.
- To gain third-party dispute resolution and mediation skills.
- To become a more effective negotiator/manager/leader.
Modules covered
Day 1:
- Introduction to Negotiation Theory and Practice
- Negotiation as a Mixed Motive Process
- Distributive Bargaining Strategies
Day 2:
- Wants and Needs: Identifying Underlying Interests
Day 3:
- Negotiating Power
- Considerations for international negotiations
- Strategic Behaviour in Multi-Party Negotiations
Day 4:
- Summary Session and Assessed Negotiation Exercise
- Integration of learned concepts through practical exercises
Assessment
This course is assessed by take-home exam. The exam case study will be given on Thursday 22nd May and must be submitted by Monday 26 May at 9am. No extensions are available.
If you have any circumstances that would prevent you from submitting on time, please get in touch with the Executive Development team at executive@business-school@ed.ac.uk
Dates and timings
Date: 19 May to 22 May 2025
Timing: 9:00am to 5:30pm
This course is delivered in person at the University of Edinburgh Business School.
Address: 91´óÉñ Suite, 1st Floor, 29 Bucchleuch Place, EH8 9JS, Edinburgh
Who will benefit from the course?
The course is aimed at ambitious managers, business leaders and professionals who recognise the essential value of developing the ability to negotiate in a highly effective way -both in terms of their current workplace performance but also in their personal skills development and career advancement.
Fees
£2,410
This includes all tuition and course materials, but excludes any textbooks that may be required. Catering and accommodation are not included. Please contact us for information on our preferred suppliers and special rates for accommodation. Limited spaces available.
Course organiser
Dr Tom Hutcheson is an Associate of the Business School.
Dr Hutcheson is a negotiation consultant and former commercial litigation lawyer who provides specialist consultancy services in negotiation, mediation and dispute resolution for companies and organisations around the world.
In writing and delivering this course, he has combined the experience he has gained working as a negotiation consultant for governments and large corporations with his in-depth specialist academic knowledge of the negotiation and dispute resolution processes.