Negotiation

Catalog description

Negotiation is an important life-long skill in a variety of business relationships. Every day managers negotiate with coworkers, suppliers, distributors, customers, the government, etc. Determining the salaries and compensation, who will do what assignment, the terms of a contract -- all of these are negotiations. Negotiation is the art and science of securing agreements and resolving disputes between two or more interdependent parties. As a manager, you not only need analytical skills to discover optimal solutions to problems (the science), but also good negotiation skills to get these solutions accepted and implemented (the art). The purpose of this course is to help students develop expertise in managing negotiations that occur in a variety of business settings, specifically focusing on the area of human resources. The learning method is experiential (i.e., a learn-by-doing approach). Students will prepare for and engage in a variety of negotiations exercises (individually, and as a team).