Mastering the Art of Influence and Negotiation

Catalog description

Improves students' understanding of and skills in the art of negotiation. For most managers, negotiation is a significant aspect of their day-to-day jobs, not to mention a major element of everyday life. Gives students experience in bargaining and negotiation, as well as provides a foundation in the essential knowledge bases crucial to being an effective negotiator. Emphasizes experiential learning--students spend most of their time participating in exercises and negotiation simulations (including negotiating job offers), as well as discussing negotiation-based cases involving issues that often arise in the workplace. The goal is to provide students with a fundamental understanding of what it takes to be an effective negotiator, as well as several experiences to draw upon in future negotiation situations.