Reading and Influencing People

Catalog description

Understanding and managing human behavior dynamics in the negotiation process. Topics include understanding and influencing leverage, communicating effectively, differentiating interests from positions, using effective table tactics, and optimally closing the deal. Pedagogical goal: systematic understanding of the dynamics individuals typically use in negotiations. Lectures, followed by simulations to combine theory with practice. Intellectual and experiential learning integrated through combination of readings, presentations, and simulations.