This course will help you become a more effective negotiator by developing your “tool kit” of negotiation tactics and strategies. You will learn from an extensive set of negotiation experiences in class, practice your skills, and benefit from feedback. In the early class sessions, we introduce basic negotiation concepts and tactics. In the classes that follow, we focus on specific aspects of the negotiation process that are important to many negotiation situations, such as obstacles to effective communication at the bargaining table, the maximization of multiple interests, and tactics for coalition building. In the final set of classes, we put it all together by exploring negotiations that contain elements of both cooperation and competition; that is, these sessions involve cases where the parties can “enlarge the pie” by creating joint gains. Because little in business (or life) gets done without negotiation, this course has the potential to deliver significant upside in your professional and personal outcomes.
