Successful management relies on agreement and collaboration with other people. While managers need technical analytic skills to discover optimal solutions to problems, a broad array of interpersonal negotiation skills are necessary to implement these solutions. This course provides you with the opportunity to develop these skills experientially and to understand negotiation concepts in useful analytic frameworks.

You will hone your skills in every class with different partners and increasingly complex negotiation scenarios. You will learn about common mistakes people make, how to correct them, and be both systematic and flexible about your strategies. Because negotiation is ubiquitous, this course has the potential to make a significant difference in your professional and personal outcomes.

Business 38001, 38002, or 38003.

Based on weekly preparation and class participation; analytical exercises; short written assignments; and a final paper. Due to the nature of this course, all students considering and/or enrolled must attend the first week of class. Cannot be taken pass/fail. No auditors.