Become proficient in analyzing a negotiation and choosing appropriate techniques and tactics to maximize results. Numerous in-class exercises can help you move from positional bargaining to identifying and developing interests acceptable to all. Develop the skills to negotiate well in settings ranging from single-issue, two-party situations to complex multiparty, multi-interest negotiations.
Required text: Getting to Yes, by Roger Fisher & William Ury. Recommended text: Secrets of Power Negotiating, by Roger Dawson.
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