Course Number 1243-3125-01
Course Name Managing Negotiations
Academic Unit The Coller School of Management -
Organizational Behavior
Lecturer Dr. Hilla DotanContact
Contact Email:
Office Hours By appointmentBuilding: Recanati Business , Room: 444
Mode of Instruction Lecture
Semester Units 1
Semester 2021/1
Date Range 10/10/2021 - 26/11/2021
Day Wed
Hours 18:45-21:30
Building Recanati Business
Room 303
Studies are held during the first part of the semester, Course is taught in English
Syllabus Not Found

Short Course Description

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 Coller School. 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.

Full Syllabus
Course Requirements

Home Work

Students may be required to submit additional assignments
Full requirements as stated in full syllabus

Parallel coursesManaging People and Syste (12312212) OROrg Behavior Ma (12642212) ORManaging People Micro (12312213) +Managing People - Macro (12312214)

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