Fundamentals of Negotiation

• Fundamentals of Negotiation

Fundamentals of Negotiation Elective Courses

Overview

Every day we are involved in negotiations with superiors, coworkers, potential employers, suppliers, investors etc. Many times, we are not even aware that we are in a negotiation and hardly prepare for them. But why do we sometimes get what we want, while other times walk away empty-handed, or even find ourselves entangled in a destructive conflict?

This course is designed to present the fundamentals of negotiation, the art and science of addressing disputes and securing agreements between two or more parties. The course material is relevant to a wide variety of problems faced by professionals, managers, and entrepreneurs, and aims at helping you successfully conduct negotiations in a variety of settings. As part of the class, you will engage in diverse negotiation exercises, followed by debriefings of the exercises and brief lectures and illustrations on the science of negotiation. It is my hope that the skills and abilities you develop will help you achieve your professional and personal goals.

Learning outcomes

When you successfully completed this course, you should be able to:

• Draw on and apply a large armory of negotiation strategies and tactics for your own advantage in various professional situations
• Understand your personal strengths and weaknesses as a negotiator and further hone your negotiation style
• Systematically prepare for and debrief any negotiation or dispute
• Defuse conflict and create ‘win-win’ solutions in order to build long-term business 
relationships
• Negotiate effectively in situation where you have little power
• Detect and defang traps and ‘dirty’ tricks employed by the other side 


The course is designed to benefit not just beginners but also students with experience in professional negotiations.