Engineering Negotiation

Catalog description

The goal of this course is to teach students of engineering and applied science to be effective negotiators. It aims to improve the way these students communicate i virtually any human interaction. The course intends to improve the ability of engineers and other technology disciplines to gain more support more quickly for projects, researc product and services development, and marketing. For those wanting to be entrepreneurs o r intrapreneurs, the course is designed essentially to find the most value possible in starting up and running companies. Based on Professor Diamond's innovative and renowned model of negotiation, it is intended to assist those for whom technical expertise is not enough to persuade others, internally and externally, to provide resources, promotions and project approvals; or to resolve disputes, solve problems and gain more opportunities. Rejecting the 40-year-old notions of power, leverage and logic, the course focuses on persuasion by making better human connections, uncovering perceptions and emotions, and structuring agreements to be both collaborative and fair. This course is entrepreneurial in nature and can provide many times more value than traditional persuasion. The Getting More book has sold more than 1 million copies around the world and is also used by universities, corporations (Google), and U.S. Special Operations (SEALs, Green Berets, Special Forces, Marines) to save lives and reduce conflict. From the first day, students will do interactive cases based their own engineering-related problems and based on current problems in the news. There will be diagnostics enabling every student to assess his/her skill and improvements.