Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their own outcomes. As such, this course deals with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. We focus on understanding both the theory and process of negotiation in a variety of settings. This course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers and professionals. It is designed to complement the technical and diagnostic skills learned in other courses in the program. A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills are needed to get these solutions accepted and implemented. This course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytic frameworks. As such, considerable emphasis will be placed on simulations, role-playing, and cases.
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