2.0

credits

Average Course Rating

We negotiate every day—many of us, all day. Determining what we will pay, how much we will get paid, and how to convince our colleagues of our data-driven solutions: All of these are negotiations. Despite the ubiquity of negotiation and its centrality as a leadership competency, however, many of us know little about the strategy and psychology underlying it. This course provides students with the foundational knowledge and skills needed to negotiate. Designed around a series of research-based negotiation exercises, the course exposes students to multiple negotiation situations that help them understand the two fundamental approaches to negotiation. By reflecting on these exercises in light of negotiation theory, students develop an awareness of their personal negotiation style and how to hone it. By the end of the course, students will have the basic skills needed to negotiate collaboratively and effectively.