Negotiation is to attempt agreement between two or more parties on one or more issues. In this course, you will develop negotiation skill and experience, two essential components of getting both ahead and along as much as possible in business.
Skillful negotiators realize that achieving agreement is not just about competition (claiming value), but often also cooperation (creating value before claiming it). Moreover, skillful negotiators represent every party’s interests, issues, leverage, strategies/tactics, and biases, and respond with strategies/tactics that best materialize their interests while maintaining a good reputation and healthy relationship with every other party. You will improve your negotiation skill by research-based readings, lectures in class, a take-home exam, and reporting in writing a real-world negotiation that you will take part in.
Analytical negotiation skill is necessary but not sufficient for success at the bargaining table. Thanks to preparation and practice, experienced negotiators use adequate strategies/tactics intuitively – that is, they negotiate effectively in an efficient way. In most weeks, you will prepare in writing for the practice of negotiating a case with one or a few classmates. Then, you will compare and discuss your strategies/tactics and agreement or impasse with all other classmates. In one week, you will write an essay on some lessons learned from your negotiations so far. This practice and multi-source feedback will inspire your preparation and so continuously improve your negotiation experience and intuition, especially if you will experiment by systematically varying the strategies/tactics that you naturally tend to use.
In sum, your learning goal for this course is to develop towards an analytically and intuitively savvy negotiator who confidently achieves agreements that materialize their interests as much as reasonably possible under the circumstances of the current bargaining situation.