This course is designed to improve negotiating skills in all phases of the negotiation process in terms of both personal and professional negotiations. It introduces the concept of principled negotiation and provides guidelines for dealing with difficult negotiation partners. Students will investigate a wide range of related topics including:
- Individual personality (i.e., style, temperament, risk-taking propensity)
- Integrative and distributive strategies
- Common tactics and behaviors
- Ethical and cultural considerations in negotiation
The course project is a Complex Negotiation Plan: Preparing for a Negotiation. The project will include descriptions of the situation, the players, and the issues, as well as application of course concepts and principles used in assessing the situation and proposing a course of action.
Course Learning Objectives
- Identify personal negotiation competencies.
- Recognize the styles and strategies of others within and across cultures.
- Employ new negotiation tactics and behaviors.
- Create integrative strategies in dyadic and multi-party situations.
- Describe the theoretical underpinnings of bargaining and negotiation behavior.
- Develop a negotiation plan for a complex situation.