Negotiating for Value - Micro-credential

Overview

Who is this Micro-credential for?

• The micro-credential affords participants opportunities to work, plan and negotiate together to successfully create bi-lateral and multi- lateral agreements.  

• It is designed to empower candidates to employ tried and tested negotiation strategies to create value through mutually beneficial deals. A well-designed negotiation strategy informs how value maximising agreements should be approached. 

• This course is designed to meet the requirement of modern business where it is accepted that identifiable determinants lead to successful negotiation.   Special attention is given to strategic, cultural, and behavioural variables for mutually beneficial, non-manipulative and sustainable deal making.  

Why should I take this Micro-credential?  

• This micro-credential is designed for participants who are managing and leading organizations including Chief Executives, Senior and Middle Managers, Sales Executives, Buyers and Independent Business people. 

• This course is also suitable for Entrepreneurs, Legal Practitioners, and other Professional Service Firm Executives.

When can I start this Micro-credential? 

• There are two intakes, November and June    

• Next available start date: November 2023

What do I need to be accepted onto this Micro-credential? – Entry requirements & Prerequisite documents 

• This micro-credential targets professional learners from mid and senior levels from the private, public and third sectors and will be open to graduates with a degree (or equivalent) with a strong academic record in any discipline from a recognised third level institution.   

• Applicants without a degree are welcome to apply provided they can show a proven managerial track record. 

• All applicants are required to have a minimum of 3 years professional or managerial work experience (this is in-line with entry criteria for other TBS post-experience postgraduate programmes such as the MBA and Executive MBA programmes). 

• Language requirements for students whose first language is not English are IELTS 6.5 or TOEFL IBT 90 for non-native English speakers.  

• In case of heavy competition for places or concern regarding a particular applicant’s suitability, applicants may be interviewed. 

• Up to date CV required.

What will I learn? 

On successful completion of this micro-credential, learners will be able to: 

• Apply the core determinants that underpin principled, value-maximizing negotiation. 

• Demonstrate a systematic and critically evaluative understanding of the positions undertaken by participants during the different stages of negotiation. 

• Identify the limitations that premature thought closure poses with respect to the joint opportunity finding that parties need to embark upon for envisioning and realising the best options for achieving an optimal mutual beneficial outcome.  

• Employ negotiation as an opportunity for parties to work together to jointly develop creative and innovative solutions best suited to resolve the ‘problems’ or ‘conflicts’ that bring them to the negotiation table. 

• Determine and differentiate destructive from constructive deployment of power in the pursuit of principled, value-enhancing negotiation. 

What will I do? 

The content areas covered in this micro-credential are: 

• Positional bargaining vs integrative win more/win more negotiation 

• Aspiration and real bases, and how to ‘walk away’ from a negotiation. 

• Ensuring Best Alternatives to A Negotiation (BATNAs). 

• Determining the contracting zone within which a negotiation outcome is to be found. 

• Identifying the common, conflicting, and parallel interests of parties involved in a negotiation. 

• The power and danger related to ‘first offers’. 

• Precautions that need to be kept in mind when negotiating: assumptions, premature. thought closure, establishing an enduring relationship between the parties, perceptions, heuristics and biases, framing. 

• The role of gender and culture in negotiation.  

• Structured negotiation planning using different templates.

• Leveraging the six Universal Principles of Human Behaviour as identified by Robert Cialdini.  

How will this Micro-credential be delivered? 

• This is a 4-day in-person (30 contact hour) micro-credential, comprising of lectures, case studies, role plays and interactive workshops, additional reading material and independent learning and reviewing. Participants will have access to the lecturer throughout the course via email and Blackboard. 

• Face-to-face classes will be supported by a variety of teaching and learning methods including group work, case studies, role plays, student-led discussion, and self and peer evaluation.  

• The VLE (BlackBoard) will be used to host activities, including Collaborate Ultra and discussion boards. The VLE will also be used to provide structured access to all resources and assignments.  

How is this Micro-credential assessed? 

Two weighted bi-lateral group-based in-class case studies (40/60).

• An in-class assignments constitute 50% of the overall programme grade.

• An individual assignment constitutes 50% of the overall programme grade.