A practical and applied course where participants 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.
Please go to the 'Upgrade to a professional qualification' section for more information.
At a glance
- 04 - 06 May 2020
- DurationThree days
- LocationCranfield campus
Standalone Short Course fee - £1,050
Accredited Short Course fee - £1,725
Course structureDuring 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
What you will learn
On successful completion of this module a student 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.
The course covers the following topics:
- Principles of negotiation
- Process and structure of negotiation
- Negotiation practice sessions (Role-play and presentations)
- Negotiation Strategies
- Negotiating and managing contracts
Upgrade to a professional qualification
When taken as an Accredited Short Course, 10 credit points can be put towards the Defence and Security Export PgCert.
Find out more about short course credit points.
Who should attend
Students must have successfully completed Introductory Studies and Legal, Ethical and Political Frameworks for Defence in order to take this as an Accredited Short Course. 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.
Accommodation options and pricesPlease contact us for information regarding accommodation.
Location and travel
Situated close to Milton Keynes and Bedford, the Cranfield campus is situated in Wharley End, very close to Cranfield village, and is about 10 minutes from the M1 motorway. There is rail and road access to most major airports as well as coach and train stations. Cranfield campus also has its own airport for private executive business travel.
Download a visitor guide including map, directions and health and safety information.
Read our Professional development (CPD) booking conditions.