Successful organisational practice may be conceptualised in terms of the opitimal management of a series of real options, exchanges and transactions. The management of organisations therefore requires a skillset that facilitates the articulation, advocation and negotiation of business transactions and decisions that might develop the standing of the organisation. To be successful in these tasks managers must therefore understand the theory and practice of negoiation. To this end, it is important that they develop a range of skills, appreciate cross-cultural and situational sensitivities and be able to both understand and apply the underpinning theory necessary to be an effective and ethical negotiator.
This module aims
- To understand and critically apply modern theories of ethical negotiation practice in the modern complex international environment
- To develop an appropriate and ethical skillset of negotiation skills and practices that builds upon prior knowledge and experiences.