Program Overview

Program Overview

The Negotiating for Value micro-credential is designed to empower participants to employ tried and tested negotiation strategies to create value through mutually beneficial deals. This course is suitable for professionals who are managing and leading organizations, including Chief Executives, Senior and Middle Managers, Sales Executives, Buyers, and Independent Business people.

Program Details

• Duration: 6 weeks
• ECTS: 5
• Level: 9
• Places: 30
• Intakes: Two intakes annually, in October and June
• Delivery: In-person over 4 full days, supported by group work, case studies, role plays, student-led discussion, and self and peer evaluation

Admission Requirements

• Professional Experience: Minimum of 3 years professional or managerial work experience
• Language Requirements: IELTS 6.5 or TOEFL IBT 90 for non-native English speakers
• CV: Up-to-date CV required
• Entry Criteria: 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: Welcome to apply, provided they can show a proven managerial track record

Course Fees

• Subsidised Course Fee: €1000 for eligible candidates applying for the micro-credential "Negotiating for Value" in academic year 2024/25
• HCI Fees Subsidy: Candidates who meet the eligibility criteria may qualify for a 50% fee subsidy, subject to the availability of subsidised places

Course Content

• 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

Assessment

• Two Weighted Bi-Lateral Group-Based In-Class Case Studies (40/60)
• An In-Class Assignment Constitutes 50% of the Overall Programme Grade
• An Individual Assignment Constitutes 50% of the Overall Programme Grade

Learning Outcomes

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

Course Coordinator and Director

• Course Coordinator: Jane Flanagan
• Course Director: Prof. David Venter

Closing Date

• 7th October / 20th May