Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Zinchenko, Elena
  • Content
    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.
  • Prerequisites
    Business 38001, 38002, or 38003.
  • Grades
    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.
    • Allow Provisional Grades (For joint degree and non-Booth students only)

    • Early Final Grades (For joint degree and non-Booth students only)

    • No auditors

    • No pass/fail grades

  • Syllabus
  • Spring 2022Section: 38103-81W 6:00PM-9:00PMGleacher Center208In-Person Only
  • Spring 2022Section: 38103-85S 1:30PM-4:30PMLocation: TBDRemote-Only
  • Summer 2022Section: 38103-85S 1:30PM-4:30PMGleacher Center304In-Person Only
Description and/or course criteria last updated: May 6 2022