Short Course Description
Negotiation is the art and science of getting what you want from the other side through back and- fourth communication. It is the art of securing agreements between two or more individuals who are both attempting to maximize their own individual outcomes. This course provides an exposure to analytical tools, frameworks, and a series of complex simulations with the purpose of providing class participants the opportunity to analyze, understand and develop negotiation skills and tactics tailored specifically for issues faced by managers and entrepreneurs in the Start-up World. In this course, participants will learn to identify their own assumptions and behaviors and the skills required to overcome difficult tactics or individuals even in complex situations or with challenging counterparts such as powerful investors and difficult partners. In addition, the course will expose participants to valuable strategies for dealing with powerful (and/or unethical) individuals as well as tools for negotiating from a weakness.
The basic premise of the course is that negotiation skills are best learned through practice grounded in deep analysis and self-reflection. Although theoretical concepts and principles will be presented in class lectures and in readings, the course will focus primarily on improving practical skills in dyadic and group situations through a series of in-class simulations. Each simulation has been carefully chosen to address a diverse set of negotiation problems that are faced by managers and entrepreneurs in a diverse set of organizational and global settings (including multi-issue, multi-party, multi-cultural negotiations). The simulations aim to build on each other and raise issues that complement diagnostic and technical skills taught in other courses in the MBA specialization and with a focus on entrepreneurship and innovation. A key focus is not only teaching participants a diverse set of skills, but learning to select the most effective strategy and how to apply the learned skills in a given situation/context