Learn new strategies to more successfully negotiate. Explore what gives rise to a negotiation and how to discern the objectives of a negotiation. Discuss the conflict spectrum and various default styles people resort to in conflict. Assess your own personal negotiation style in class and compare your results with others. Gain an understanding of how interests, strategy and tactics all tie into relationships, and how you can determine whose interests need to be satisfied in the negotiation and to what extent. Discover practical tools in collaboration; bargaining; power and leverage; and influence strategies; and take home tips for negotiation in specific contexts like email or cross-cultural negotiations, as well as post-negotiation concerns.
Course Number: BUSA-40128 Credit: 3 units