On successful completion of the course students will be able to:

Part I
1. Understand dynamics of conflicts and how they can be solved through negotiations
2. Analyse, interpret and negotiate bilateral conflicts constructively

Strategic alliances come about through negotiations. Understanding the negotiation process, how negotiation can vary from one industry to another and from one country to the next is crucial for the sustained success of strategic alliances. The course aims to provide a thorough grounding in the science and practice of negotiation. Academic disciplines such as economics, psychology, sociology, politics, anthropology and mathematics have researched negotiation and much of this material forms the basis for its scientific analysis.