Short Course Description
Negotiations take place every day in a wide variety of contexts; between job applicants and potential employers, between coworkers, roommates, landlords, parents, bosses, spouses, and even friends. We negotiate our salaries, what price we will pay, where to go to dinner, and even who will take the garbage out. Although negotiations are an inseparable part of our everyday lives, many of us know very little about our own behaviors in negotiations, the best strategies, and what makes an effective negotiation. Why did we succeed in a specific deal? How come we can?t achieve the same outcome in a different context? Why do some people always get the best deals while others do not?
Negotiation is the art and science of getting what you want from the other side through back ?and- forth 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, a series of simulations and debriefings with the purpose of providing class participants the opportunity to identify, analyze and develop their negotiation abilities. 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 employees in organizational settings. The simulations aim to build on each other and raise issues that complement diagnostic and technical skills taught in other courses at the GMBA Program. 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.
The primary goal of the course is to enhance your ability as a negotiator by:
? Reflection and awareness of your own negotiating style
? Learning to develop a strategic plan prior to a negotiation
? Exposure to central concepts in negotiations and how to apply these
? Improving your ability to ?read? others and predicting their behavior
? Learning about types of negotiations and adapting different strategies for the relevant context
? Building an ?individual customized toolkit? of useful negotiation skills, strategies and approaches
* The course incorporates readings drawn from scholarly professional and business journals and books as well as in-class simulations/exercises.
Full Syllabus
