2.0

credits

Average Course Rating

We negotiate every day – with employers, coworkers, bosses, spouses, merchants, service providers, and others. Negotiation is the art and science of securing agreements between two or more parties, who are interdependent and seeking to maximize their outcomes. This course will provide the executive with the basic knowledge and applied skills to negotiate in a wide array of settings. The first part of the course focuses on the fundamentals of negotiation—understanding, preparing for, and executing increasingly complex negotiations in any culture. The second part of the course extends these basic principles across cultures, focusing on the challenges and opportunities faced by negotiators working across national boundaries. We will develop our negotiation skills in a series of simulations and feedback sessions. Together, we will engage in a variety of bargaining processes that span the contexts of deal-making and dispute resolution. Each simulation has been chosen to highlight the central concepts that underlie negotiation strategy. While a leader needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed to get these solutions accepted and implemented.