Negotiations

Catalog description

Negotiating is an essential task of management. Successful managers bargain, negotiate, and resolve disputes with bosses, co-workers, subordinates, suppliers, customers, competitors, and other stakeholders. Effective negotiation can improve an individual's own outcomes as well as those of the other parties involved. Ineffective negotiation not only hurts the negotiator's ability to get "things done" but can also lead to poorly constructed or failed agreements in which everybody loses. The goals of this course are to improve students' negotiating skills. In this course, students will learn the theory and practice of negotiation. Course readings, discussions, and exams are designed to develop the theoretical foundation that is needed to understand the principles of effective (and ineffective) approaches to negotiations. Students will practice what they have learned by taking part in negotiation exercises and simulations.