Description

Commonly recognized as the outstanding leader in the field of negotiation, negotiation research, and dispute resolution, this course on negotiation has established itself as one of the most useful and important skills for leaders. Great leaders are great negotiators. By equipping students with the innovative negotiation strategies they need to excel at the bargaining table.

Program

MBA

Objectives

• By the end of this course, each student should be able to: • Employ theoretical and conceptual knowledge necessary for effective negotiation in business within local and global contexts. • Improve working relationships and resolve seemingly intractable disputes. • Identify and place into practice information-based negotiation approaches necessary in business and managerial contexts. • Gather, analyze, and evaluate empirical data into useful and actionable information necessary to conduct effective negotiation. • Understand your BATNA (best alternative to a negotiated agreement) to gain a better understanding of your options. • Evaluate your personal tendencies in the face of conflict and learn to manage your strengths and weaknesses. • Recognize the most common manipulative tactics used by difficult people —and ways to neutralize their effects. • Interpret and analyze negotiation business issues from multiple perspectives and critically review academic literature and other relevant information sources. • Apply proven theoretical and conceptual knowledge related to leadership and negotiation practices. • Win, not by defeating the other side, but by winning them over. • Operate effectively within a negotiation that takes places in a multicultural team environment, demonstrating intercultural communication skills.