Course Overview
We negotiate daily with colleagues, employees, family, friends, and even strangers. Yet, despite the frequent occurrence of negotiations, most people are not familiar with the strategy and psychology behind successful negotiations, and as a result walk away from the negotiation with a less than optimal agreement.
Negotiation is the art and science of securing agreements between two or more interdependent parties. It is a strategy that allows you to get what you want through two-way communication. The central issues of this course deal with the decision-making processes and behaviors that you and other negotiators use in competitive contexts. Course Objectives The purpose of this course is to introduce you to the theory and processes of negotiation as they are used in professional settings, which will help you be successful in a variety of negotiations. The course helps you understand the theory behind successful negotiations, but also allows you to experiment with the strategies prescribed by each theory, giving you the opportunity to develop your own negotiating style. To achieve these objectives, emphasis will be placed on exercises, cases, and discussion. Some of the specific objectives of this course are:
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