This module draws upon 30 years of interdisciplinary research in negotiation from the perspectives of law, economics, game theory, and social, cognitive-behavioural and psychodynamic psychology.
It provides comprehensive theoretical background as well as training in negotiation and aims to address the requirements of modern legal practice, where effective legal work often entails negotiations in complex interpersonal settings involving multiple parties and multiple issues, and where deal-making, consensus building, and problem-solving frequently take the central stage.
The module explores the Principled negotiation model, as well as advanced interdisciplinary theory on negotiation, including the Three Tensions model (creating vs claiming value, empathy vs assertiveness, and the principal-agent tension), and the insights from research in cognitive-behavioural psychology.
While the module will provide the participants with the conceptual understanding of the complex interdisciplinary phenomena taking place during negotiation, the focus will be on training in effective practical negotiation. That involves teaching the relevant analytical tools, recognition of interpersonal dynamics, managing the tension between value-creation and value-claiming and dealing with a difficult negotiator. A number of negotiation styles are presented so that participants can adopt the ones that suit them best.