Course DescriptionNegotiation is a skill that no one is born with. It is a social process that can be analyzed, understood, and modelled. The most effective approaches to teaching negotiations integrate heightened self-awareness along with intellectual analysis, skill development and critical self-evaluation. In this course students learn about different negotiation approaches and styles, the phases of negotiations, and the skills needed for successful negotiation. Students develop strategies to set realistic but also optimistic goals and expectations, seek authoritative standards and norms, build positive relationships, adapt an inquisitive mindset to understand ‘the other’s’ point-of-view, and create leverage to maximize the value of outcomes.
Upon successful completion of this course students will be able to:
- Identify personal interests and interests of others within a negotiation.
- Analyze and apply theory and techniques to negotiation opportunities.
- Identify how gender and cultural differences can disrupt negotiations and address them.
- Craft durable and enforceable agreements.