Managerial Negotiating

Catalog description

This 7-week intensive seminar provides an in-depth exploration of not only the theory, but also the practice of, negotiating and influencing. Among the topics covered in this course are negotiating business deals, prices with clients and vendors, cross-cultural negotiating, multiparty negotiations, complex negotiations, salary negotiations, negotiating the allocation of resources, and negotiating career issues such as promotions and work life balance issues. Win/win negotiating, building consensus, gaining support for your ideas, navigating organizational politics and how behavioral economic theory applies to negotiating, will also be explored in the course. Students will experience negotiating firsthand through a variety of experiential learning modules where the students actually negotiate in a variety of settings and group contexts. Offered: Spring: