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Two-Party Negotiations

Negotiating skills are essential for managers to achieve their goals. Managers negotiate every day with a variety of stakeholders, including their employers, supervisors, direct reports, vendors, and suppliers. More than this, however, managers negotiate intangibles, including expectations, ideas, and responsibilities. To be effective, managers need to acquire analytical skills to effectively plan, strategize, and discover superior solutions to their own and their organizational challenges. They also need negotiation skills to get others to accept and implement these solutions. The goal of this course is to help you develop the negotiation skills needed to meet these challenges.

The learning objectives for this course are:

  • Understanding the basic elements of negotiation and how to approach negotiation more systematically
  • Gaining insight into your own and others’ negotiating styles
  • Recognizing common mistakes in negotiation and how to avoid them
  • Understanding the differences and similarities of dyadic vs. group negotiations
  • Assessing your strengths and limitations as a negotiator
  • Examining the role of power in negotiations
  • Gain some appreciation of international negotiations

Instructor Biography - Perry Atwal

Course Outline - Class of 2018 (updated October 26, 2017)

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