Art and Science of Negotiation

Catalog description

This course is designed to provide students with both a conceptual and practical understanding of interpersonal negotiations. Class sessions are highly interactive and require each student's active engagement to learn the multiple facets of negotiation. Course content includes the fundamentals of negotiation, distributive negotiation, integrative negotiation, multi-party negotiation, cognitive tactics, and emotional tactics. Students will participate in both individual and multi-party negotiations, with negotiation complexity increasing as the course progresses. This course is designed in an executive education format. All materials are in English, and enrolled students must be proficient in both written and spoken English.