Course description
A practical and applied course where you will focus on behaviours, suggest the evaluation of these, and play out the negotiations in a context close-to-reality. It aims to provide participants with an understanding of how to manage business relationships throughout their lifecycle, from negotiation through to contract termination.
Upcoming start dates
Suitability - Who should attend?
Students must have successfully completed Introductory Studies and Legal, Ethical and Political Frameworks for Defence in order to take this as a Short Course for Credit. There are no prerequisites if taken as a Standalone Short Course.
It is suitable for those seeking employment or career progression in the sales and marketing arena of defence, aerospace and security organisations. Skills such as negotiations, offsets and trade compliance will prove attractive to employers seeking personnel in wider managerial fields, including contracts, commercial management as well strategic management.
Outcome / Qualification etc.
What you will learn
On successful completion of this module you should be able to:
- Identify and evaluate the process and approaches to negotiation in a defence business setting
- Undertake effective negotiation simulations
- Analyse the different strategic approaches to the negotiation, determining when to apply each in the commercial defence arena
- Evaluate the impact of interpersonal relationships on negotiation and relationship management in defence-related businesses.
Training Course Content
Core content
- Principles of negotiation,
- Process and structure of negotiation,
- Negotiation practice sessions (role-play and presentations),
- Negotiation strategies,
- Negotiating and managing contracts.
Course delivery details
Course structure
During this three day course participants will undertake role-play actives, receive lectures and be asked to read relevant materials and reflect on the application of the principles of negotiation and contract management. Additional optional readings and information resources will be made available at the end of the module
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Cranfield University
Cranfield is a specialist postgraduate university that is a global leader for education and transformational research in technology and management. We have many world-class, large-scale facilities, including our own global research airport, which offers a unique environment for transformational education...