Negotiation Skills

Learn to negotiate better, whatever your work sector.

Welcome to this introduction to the University of Aberdeen’s 15‑week course, Negotiation Skills, which runs in January. Should you wish to continue to the full course, you can enjoy 10% off your registration using the code FutureLearn26.

Foundations of Alternative Dispute Resolution

Modern conflict management prioritises efficiency and control, placing Alternative Dispute Resolution (ADR) at the forefront of legal and business strategy. This course will examine the full spectrum of ADR, from informal dialogue to structured arbitration, contrasting these methods with traditional litigation.

By exploring the advantages of confidentiality, cost-effectiveness, and party autonomy, you will develop a framework for selecting the most appropriate resolution pathway.

Psychology and the Escalation of Conflict

Effective resolution requires an understanding of how disagreements transform into entrenched legal battles. You will investigate the transition from conflict to business and legal disputes through a staged model of escalation, and dissect the psychological triggers that impede settlement.

Communication Mastery and Negotiation Dynamics

Finally, you will explore the intersection of human behaviour and practical skill. Negotiators must possess high self-awareness and empathy to decode the deeply held beliefs of their counterparts.

You will refine essential communication techniques, including active listening, paraphrasing, and strategic questioning. This course explores the nuance of open, closed, and leading questions to gather intelligence and guide discussions.

This course is designed for legal professionals, business managers, and HR specialists seeking to master conflict management. It will also suit students in law or social sciences aiming to blend psychological insight with practical negotiation skills.

This course is designed for legal professionals, business managers, and HR specialists seeking to master conflict management. It will also suit students in law or social sciences aiming to blend psychological insight with practical negotiation skills.

• Identify the primary differences between litigation and Alternative Dispute Resolution
• Discuss key negotiation terms including BATNA, anchoring, and party autonomy
• Describe the stages of the conflict escalation model in business contexts
• Explore common cognitive biases and psychological factors that impact settlements
• Explore various questioning techniques used during information gathering
• Identify the role of non-verbal cues and cultural factors in communication