Laser Lessons - Lesson

Negotiate in a business environment

‘Mastering business negotiation: A working guide to making deals and resolving conflict’ by Roy Lewicki and Alexander Hiam, published by John Wiley and Sons, 2010.

Read: Chapter one ‘The Negotiation Imperative’ Chapter two ‘The flexibility of the master negotiator’ Chapter three ‘Getting ready to negotiate’ Chapter six ‘Mastering the art of collaboration’ Chapter seven ‘Mastering the art of compromise’ Chapter eight ‘Mastering accommodation and avoidance strategies’
You do not need to buy this book, you should be able to find it at your local library service.

Table of Contents

Tutorial Video
Reading Materials

‘The Art of Negotiating’ webpage from the Entrepreneur website.
‘Pre-negotiation strategy check list (part 1)’ article from The Negotiation Experts website.
‘Pre-negotiation check list (part2)’ article from The Negotiation Experts website.
‘Mastering business negotiation: A working guide to making deals and resolving conflict’ by Roy Lewicki and Alexander Hiam, published by John Wiley and Sons, 2010.

Presentation
Good Practice Example
Interactive Quiz
Evidence Opportunities
Extended Learning

Click to read 'A simple chart that will help you get the most out of every negotiation’ on the Forbes website.
Click to to read this article ‘Overcoming cultural barriers in negotiations and the importance of communication in international business deals’ from the Harvard Law School.
Find and read chapter one ‘The power of persuasion’, chapter two ‘Being a good listener’, and chapter four ‘Mind your body language’ in ‘Persuasion: the art of influencing people’ by James Borg, published by Pearson, 2013. NB You should be able to borrow this book from your local library or it may be available online as an electronic version.
Find and read chapter one ‘The new yardstick’, chapter four ‘The inner rudder’, and chapter seven ‘Social radar’ in ‘Working with emotional intelligence’ by Daniel Goleman, published by Bantam Books, 2008. NB You should be able to borrow this book from your local library or it may be available online as an electronic version.
Search on the internet for information about the Consumer Rights Act 2015.

Extended Learning
Extended Learning
Think And Challenge

Click to read this case study about badly executed ‘win-win’ negotiations.
- Why do you think the negotiation between Management and Union Labour broke down? If you were going to conduct the same negotiation, how would you prepare and execute the negotiation differently?
It is rare that there is just one way to respond to a scenario or situation, so do not consider that the response you have chosen to this scenario will be judged as right or wrong. Share your scenario with a work colleague and ask them to tell you if they think you have responded appropriately. Ask them to challenge your response if necessary. You do not need to submit this task for assessment unless asked to do so by your tutor.