Overview

Negotiation is a dialogue to discover common ground among parties with differing aims, needs and perspectives in order to achieve a solution. The aim is to seek a process by which parties may pursue a mutually acceptable outcome, which typically involves an element of compromise. Negotiations explore how two or more parties with competing interests discuss and manage issues so as to attain an agreement, settle a matter of mutual concern, or resolve a conflict. Negotiation is a valuable leadership and management skill, which is employed in a wide range of business contexts, such as contracts, deal-making, employment discussions, team building, and disputes. Negotiations occur in commercial, non-profit, and governmental organisations.

Entry Requirements

No specific prerequisite requirements - just a commitment to attend. 

What you will Learn

As an area of study, negotiations is highly accessible, as it can be readily observed in our everyday personal and professional lives. For this reason, many find studying negotiations interesting and useful. The workshop is delivered in a block over several sessions and introduces theoretical concepts and simulations. As a skills-based course that relies on all students to participate in negotiations throughout the workshop, attendance is essential. All assessments will be conducted during the online sessions. 

Learning Outcomes

1. Comparing distributive and integrative negotiations, as well as identifying the sub-process of negotiations.
2. Distinguishing between interests and positions, as well as outlining the elements of principled negotiations.
3. Applying active listening techniques and investigating the joint outcome space through BATNA, ZOPA and anchoring.
4. Exploring the agent-client dynamics in negotiations and crafting solutions via standards and persuasion.
5. Managing hardball tactics and non-engagement, as well as identifying ethical issues in negotiations.

Assessments

• Continuous Assessment (100%)

Contact

If you have any questions about this course, please contact:

MicroCreds

Email: MicroCreds

How to Apply

You can apply for this micro-credential through our Online Application Portal.  

Learn more about our application process.

Apply here: Online Application Portal

When completing your application please make sure to select the following categories:

College/Interest Type: Business, Management & Law

Academic Programme: Select your micro-credential from the drop-down list

Academic Term: Select the academic term Autumn 2025 (Semester 1) or Spring 2026 (Semester2)