Negotiations and Decision-making

Catalog description

This course is designed to teach the art and science of negotiation so that one can negotiate successfully in a variety of settings, in day-to-day experiences and, especially, within the broad spectrum of negotiation problems faced by managers and other professionals. Individual class sessions will explore the many ways that people think about and practice negotiations skills and strategies in a variety of contexts. Special emphasis will be on decision-making biases that are often inherent in any negotiation setting and compromise the quality of negotiated agreements.