Negotiation and Consensus Building

Catalog description

This course will teach you the science and practice of negotiation - creating agreements between two or more interdependent parties. We negotiate daily with potential employers, co-workers, landlords, merchants, service providers, significant others, family members, friends, roommates, and more. These negotiations often lead to outcomes that are less than they could be, and at times they also lead to conflict. Although we negotiate often, many of us know very little about the strategy and psychology of effective negotiation. The main objectives of this course are to help you understand the structure of negotiation as it is practiced in a variety of settings, and to help you feel more comfortable and confident with the negotiation process. We will discuss theories and principles to guide our negotiations (the science). And students will develop and sharpen their bargaining skills by actually negotiating with other students in experiential exercises (the practice). Prerequisites: None Fulfillment: BUSF Non-Finance Elective; BUSM Non-Marketing elective; Business Management Track; IMB Business elective.