CREDITS 3 (LV) 4.5 (ECTS) - 45 Contact Hours

The aim of the course is to introduce students with the core theories, concepts and approaches to negotiation strategies and tactics. The study course is divided into two parts: theoretical approaches and concepts and simulations of the multilateral negotiations. The course will focus on theory and practice of the negotiations; students will be engaged in negotiation simulations, trainings, group discussions and creative tasks. Topics include basic negotiation strategies and tactics, argumentation, negotiation styles, cross-cultural negotiations, negotiating in teams. Students will also learn about the impact of power, perception, argumentation on negotiations. Students will acquire knowledge and skills of a systematic negotiation strategy and the ability to apply it across a wide range of transactions. The course is aimed at developing analytical and communication skills for negotiations in preparation, negotiating and post-negotiations phases.