This course is designed to help develop essential expertise in managing negotiations that occur in a broad array of business settings. The goal is for students to be better able to recognize types of negotiation situations, understand the spectrum of choices available, develop a realistic set of options for inclusion in the negotiation, and gain proficiency in helping to shape beneficial outcomes of the negotiation. The course allows students to develop negotiation skills experientially using a variety of exercises and case studies while implementing useful analytical frameworks. A variety of negotiation situations are covered so that students can gain insight and skill in addressing a wide spectrum of negotiation situations.
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