Business Negotiations

Catalog description

Much managerial activity involves negotiating, and settling of disputes, and effective negotiation can improve outcomes for everyone involved. Ineffective negotiation, in contrast, usually leads to poor outcomes for everyone involved, and can lead to failures to agree even when agreement is possible. The course is designed to provide students with basic negotiating skills, as well as to provide specific tactics and the theoretical underpinnings for those tactics. The importance of planning is also emphasized, as well as how to avoid common mistakes in negotiations. Specifically, this course explores the behavioral processes inherent in virtually all types of negotiations, as well as the problems involved in cross-cultural negotiations. The course involves lectures concerning types of negotiations, and relevant tactics, while in-class negotiation exercises allow students to practice tactics, as well as receive feedback concerning how to improve.