Course objective

This course aims at providing participants with an overview of interest-based negotiation skills. Through real life examples in engineering context, participants will grasp the essential factors of successful negotiation in engineering contractual and commercial context.

• The basic interest-based negotiation theories.
• The skills in exploring options for mutual benefits of the negotiation.
• The use of objective criteria.
• The process of dealing with subjective people and objective problems.
• The identification of common bullying and gorilla tactics in negotiation and the method of dealing with such tactics.