Negotiation as a Decision-making Process
USB Alumni Masterclass with Prof Barney Jordaan


  via Livestream   03 March 2021

Nobody negotiates to lose. Yet ‘winning’ means different things to different people. For some, it’s just about doing better than the counterparty. For smart negotiators, it’s about creating sustainable deals that satisfy relationship, outcome and process concerns.

Yet, despite decades of research, there is still no unified theory of negotiation, nor, for that matter, a uniform definition of negotiation.

This masterclass looks at negotiation as essentially a decision-making process and explores the implications of this including preparation and planning, strategy choices, tactics, and negotiation success. The session will include the use of simulations and discussion points.

Date:               Wednesday, 3 March 2021

Time:              09:00 – 12:00 CAT (GMT +2)

Enquiries:        Lizelle Kannemeyer | [email protected]



Prof Barney Jordaan USBProf Barney Jordaan
Professor of Management Practice at Vlerick Business School (Belgium)

 Barney Jordaan holds a doctorate in law from Stellenbosch University, South Africa, and teaches on the MBA, masters and executive education programmes at Vlerick Business School in Belgium. Prior to moving to Belgium in 2014, he held a number of academic appointments in South Africa, including 14 years as professor of law at Stellenbosch University and thereafter as professor of negotiation and conflict management at the University of Stellenbosch Business School (professor extraordinaire) and the Graduate School of Business, University of Cape Town (visiting professor).

In conjunction with his academic involvement, Barney also practised as human rights lawyer in South Africa during the apartheid era before co-founding a consulting firm in 1998 which advised organisations on conflict management strategies, negotiation, mediation and related matters. He has been involved in the mediation field since 1987 as practising mediator, trainer, academic and author. He is a certified mediator with the International Mediation Institute, Conflict Dynamics (SA), the ADR Group (UK) and CEDR (UK). Between 2011 and 2014 he also acted as external consultant to the World Bank Group’s Office of Mediation Services.


Tags  Negotiation, masterclass, descision-making


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