We negotiate every day—with potential employers, coworkers, roommates, landlords, parents, bosses, spouses, and service providers—determining what price we will pay, the amount of our salary and compensation, what movie to watch, and who will clean the kitchen…all of these are negotiations. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? 

Negotiation is the art and science of securing agreements between two or more interdependent parties who are seeking to maximize their outcomes. It is a way of getting what you want from others through back-and-forth communication. This course provides the opportunity to develop your negotiation skills in a series of simulations and exercises that engage a variety of bargaining processes in the contexts of deal making and dispute resolution. 

A basic premise of this course is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted and implemented. Successful completion of this course will enable you to recognize, understand, and analyze essential concepts in negotiations. 

 

Teaching Mode

This course will involve primarily interactive teaching methodologies. Participants will conduct negotiation exercises in workshop that will demonstrate effective negotiation strategies. Course discussion will center on learning from participants’ in-class negotiation experiences as well as learning knowledge about effective negotiations derived from research.

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