|This course builds on 38103, Strategies and Processes of Negotiation, and is designed to increase your understanding of the theory and process of negotiation.
The course will include advanced topics that expand upon or were not covered in 38103. In particular, the course will improve your ability to deal with difficult negotiators and difficult negotiations. 38103 introduced the basic ideas of negotiations—BATNAs, effective tactics for distributive negotiations, processes and analytics behind the discovery of joint gains, and coalitional dynamics in multi-party settings. This course will discuss advanced concepts of negotiations by taking you through a set of negotiation exercises that are more complex and more authentic than the ones used in 38103. The exercises will include: integrative negotiations without scoring systems, dynamic negotiations, complex deal structuring negotiations, sustaining negotiated value, and negotiations that require coordination of internal and external parties.
The more advanced deal making and deal design skills developed in this course should be especially useful to students whose careers will involve investment banking; business development; venture capital, private equity investment, and entrepreneurial firms; and alliances and joint ventures, as well as students who anticipate conducting a substantial amount of intra-organizational negotiations.
The course will use a combination of role-playing simulations and case discussions that include topics such as strategic alliances; dysfunctional business relationships; and negotiating with Wal-mart.