ADV NEGOTIATION: DEALMAKING

Catalog description

Satisfies Experiential Learning requirement. ADVANCED NEGOTIATION: DEALMAKING is an advanced course in deal making builds on the concepts and skills covered in the basic courses on negotiation. Class sessions will explore the many dimensions of deal making with the goal of providing students with proven and innovative approaches to creative problem solving and consensus building in a business context. Topics to be developed include how negotiators set up, design and implement deals in rapidly changing environments. The first part will focus on strategic and analytical tools to identify parties' interests, assess barriers to agreement, and create and claim value. The second part will examine the psychological and interpersonal aspects of players involved in deal making, including the organization as a whole and the negotiator/lawyer. Group discussions will include a topical study of perception, leverage, emotion, trust, decision-making, leadership, ethics, and social intelligence. The third and last part will integrate the learning and allow students to practice "the art of the deal" in complex negotiation role plays involving multiple parties, issues and emotions.