The art and science of negotiations with the goal of making students more effective negotiators in a variety of business situations, such as budget negotiations, buying and selling, contracts, and merger negotiations. Concept and skill development. Offered: AWSp.
Business is about relationships, relationships are based on exchanges, and negotiation is the primary technique for exchange. The purpose of this course is to introduce you to the theory and practice of negotiation which increasingly is being recognized as a key managerial skill. Becoming an effective negotiator requires a combination of intellectual training as well as behavioral skill development. As such there are two primary thrusts of the class: learning about negotiation theory and then giving you the chance to practice and improve your negotiation skills. Additionally the course will cover diagnostic skills which focus on learning to use various negotiation strategies that are appropriate for different circumstances. We will do a lot of reading about negotiation, spend time in class discussing what we’ve read, engaging in exercises and practice negotiations, and analyzing skill development.
Student learning goals
General method of instruction
A mix of lecture, discussion and lots of negotiation practice.
Brush up on writing skills. Let go of your fear and any preconceived notions that negotiators are born rather than made.
Class assignments and grading
1. practice negotiations 2. reflection/skill development papers 3. graded negotiations 4. class participation
Negotiated outcomes, papers.