|Managerial success requires agreement and collaboration with other people. The purpose of this course is to enhance your effectiveness in strategic interactions by understanding the theory and process of negotiation.
The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers, and to teach you the skills necessary to discover and implement optimal solutions to these problems. These skills include an understanding of the problem at hand, the other parties involved, the common biases in the judgments and decisions of negotiators, and the effective tactics of social influence.
The course will give participants the opportunity to develop these skills experientially and to receive feedback on their performance. Because there is seldom a unique "right way" to negotiate, considerable emphasis will be placed on helping you learn through active participation in simulations, role playing scenarios, and cases. In-class discussions and presentations will serve to supplement these exercises.