Negotiation outcomes are influenced not only by the substantive issues in dispute but also by behaviour, framing, timing and the way proposals are interpreted. This advanced course examines negotiation behaviour alongside the strategic use of without-prejudice discussions in dispute resolution. It is designed for professionals who already encounter negotiation and want a more disciplined approach to planning and execution.

Participants explore anchors, concessions, information exchange, signalling, behavioural responses and the interaction between positions and underlying interests. Scenario work examines how strategy can change as new information emerges or counterpart behaviour shifts. The course emphasises deliberate negotiation choices rather than formulaic tactics, while maintaining appropriate professional and legal boundaries.