Theory & Practice of Negotiations

Catalog description

Negotiation is the art and science of securing agreements between two or more independent parties who are seeking to maximize their outcomes. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive and cooperative situations. This course combines analytical material on the negotiation process with a series of negotiating experiences, to develop your skills at negotiation, bargaining and conflict resolution. The course encourages you to take risks, analytically think about what you read and observe, honestly reflect about your personal behavior and preferences, and apply course concepts to real experiences.