Through a series of group simulations, exercises, feedback, and debrief sessions, this course will provide students with the fundamentals of effective negotiation and communication. Students will become equipped with a toolkit to address a range of contexts that call for negotiation skills. The experiential learning approach will guide towards a better awareness and understanding of negotiation strategies and tactics to apply to real-world negotiations.
Whether students encounter cooperative or distrustful counterparts, or are confronted with multiple stakeholders, the core concepts presented in the course will help them develop wiser decision-making strategies under pressure, a more systematic framework to prepare for and execute negotiations, and greater facility in approaches for creating and capturing value in negotiation.
The ability to negotiate and communicate well is critical to your performance as a manager or executive. This course is designed to allow students to become more effective negotiators and managers through growth in several areas:
- Leveraging strengths in communication with multiple parties
- Designing sustainable agreements that maximize value
- Achieving superior results under highly competitive conditions
- Resolving disputes and achieving desired outcomes
- Anticipating the perspective and strategy of counterparts
- Working with a wide diversity of expectations and values
- Managerial decision making
- Common biases and heuristics
- Power and strategies of influence
- Claiming value in negotiation
- Creating value in negotiation
- Negotiator cognition
- Bounded awareness
- Multi-party negotiations
- Auctions and negotiauctions
- Fairness and ethics
- 50% class participation/presentation: This includes the feedback provided to counterparts after a simulation, timely and conscientious completion of simulations and related work, and attendance. Contribution to discussions will be graded during each session.
- 50% final closed book 2-hour examination
Case materials, recommended academic and practitioner journal articles, recommended books.