Advanced Topics in Negotiation: Corporate Deals, Decisions, and Diplomacy

Catalog description

How do you negotiate with many parties? With Godzilla? With other organizations? High stakes? Multiple issues? How do you build a consensus everyone’s committed to? How do you act as an agent with constituents and mandates? Deal with talks in the public eye? In short, how do you negotiate corporate life, where things are more challenging than simple one-on-one transactions? In this hands-on, practical continuation of Collaboration, Conflict & Negotiation (CCN), students do a series of increasingly difficult negotiation simulations that help them gain new tools and principles for dealing with the harder talks that happen in corporate life. Students learn to handle multi-party talks, ready for talks with a host of issues using a ‘playcard’ that gives them ‘glance and go’ guidance, and deal with highly intimidating counterparts, in part by learning to ‘war game.’ They also learn to resolve conflicts well even when they have too much responsibility and not enough authority, handle the complex diplomatic challenges of talks between groups and firms, and more. In a capstone simulation, students handle a complex, high-stakes, high-stress, deal on video and then, like athletes, review the tape to discover hidden weaknesses and strengths. CCN is the only pre-requisite. The course complements other Advanced Topics in Negotiation courses and Negotiating Complex Transactions with Executives & Lawyers, which can be taken concurrently or in any order.