Negotiations and Dispute Resolution

Vladimir Lissniak
Professor of law at AIBEc.
President of Pericles, professor at the University of San Diego.

Purpose of this Course
This course provides thorough and professional practice in business-oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator, learned in part through active exercises and simulations.

The course introduces you to negotiation tactics and strategy. It teaches how to prepare, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. Much of the emphasis is on international and cross-cultural negotiations, and often students from several different countries participate in the course. Emphasis is also on the role of the lawyer as a negotiator, and the lawyer/client relationship in the negotiations process.

This course is useful for managers involved in negotiations on a daily basis, and recent graduates planning their careers in business.

Course Materials
  • Roger Fisher and William Ury. Getting Past No, Penguin Books.
  • A set of handouts.

Course Topics
  1. Alternative negotiation strategies
  2. Classification of negotiator types
  3. Ideal negotiator: a set of qualities. Personal power
  4. Understanding the limits of your negotiating authority
  5. Perception of the opponent
  6. Art of listening to hear
  7. Skills of a good listener. Verbal and non-verbal communication
  8. Questioning and answering skills
  9. Important factors in negotiations: time, place, authority, participants etc.
  10. Disputing technique
  11. Emphasizing and highlighting key points
  12. How to control the direction of the discussion
  13. Post negotiation assessment
  14. Tension between principals and agents
  15. Closing of the deal
  16. The impact of ethnicity and gender
  17. Russian realities of negotiating procedure
  18. Arbitration tribunals. Jurisdiction
  19. Execution of tribunal judgments

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