COM MGMT 735 / Negotiation: Theory and Practice

3 unit(s)

Introduction to negotiation theory and the skills associated with successful practice. Explore tensions between distributive and integrative negotiation principles of interest-based negotiation. Importance of preparation, sources of power, role of culture, and ways to overcome dirty tricks and other barriers to successful negotiation. Interactive learning approach, using lecture, discussion, exercises, and simulations to build personal capacities for successful negotiating. Exercises include two-person to more complex multi-party negotiations, in both domestic and international cases.