Negotiation Theory and Practice
We negotiate daily with employers, coworkers, roommates, landlords, employees, parents, merchants, service providers and many others. This course is designed to provide practical negotiation skills for managers, professionals, and anyone interested in becoming a better negotiator. Using negotiation simulations developed by the Harvard Program on Negotiation and the Kellogg School of Management, the course will focus on:
Analysis and application of distributive and integrative negotiation principles;
Development of effective negotiating tactics & strategies;
Understanding negotiator behavior & your personal negotiation style;
Special circumstances including use of agents, multiple parties & internet negotiations;
Avoiding “mental errors” and acquiring personal confidence as a negotiator;
Skill development through case studies and simulations.