Term: Spring 2020 - E-term III (01/13/2020 - 03/06/2020)
Grade Mode: Letter Grading
Times & Locations
|Start Date||End Date||Days||Time||Location|
|1/13/2020||3/6/2020||W||5:40pm - 9:15pm||PCBE 215|
Negotiation is the art and science of securing agreements between two or more interdependent parties seeking to maximize their outcomes. Negotiating and decision-making are essential managerial skills, necessary for influencing employees and stakeholders. This course will draw on the latest research, to help you learn how to negotiate successfully. Topics covered include bargaining with one or more parties, influence strategies, ethical dilemmas, international negotiations, and negotiating with difficult people.
A basic premise of the course is that while analytic skills are needed to discover optimal solutions to problems, a broad array of negotiation skills are often needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in the context of useful analytical frameworks.
As a result of this class, you should leave with:
- A framework for understanding and evaluating negotiation and conflict situations
- An ability to analyze a negotiation situation and select an appropriate strategy
- An ability to recognize and avoid common pitfalls which can result in a sub-optimal agreement
- Greater confidence in the negotiation process as an effective means for resolving conflict and creating value