Negotiation I.
Course description:
The purpose of this course is to help you understand the theory and processes of global negotiation so that you can negotiate successfully in a variety of settings. The course is designed to be relevant to the broad spectrum of problems faced by the manager and professional. Class sessions explore the many ways that individuals think about and practice negotiation – with colleagues, employers, employees, clients, outside agencies, and others.
Because negotiation is a subject of increasing theoretical study, we will explore concepts developed in a number of academic fields, including business, law, and psychology, including tools for negotiation preparation and analysis. And, since negotiation involves individual abilities and not just intellectual understanding, we also will look closely at personal skills and experiences.
You will have a chance to learn more about your own negotiating preferences and the consequences of the choices you make. Thus, you will need to read and prepare carefully, participate freely, critique yourself and others, and spend significant reflection and writing time in order to learn as much as possible from the course.
This course is aimed at enabling you to become a more effective negotiator.
You´ll learn to:
1. The ability to work with people whose backgrounds, expectations, and values differ from
your own;
2. The ability to create value and execute deals that others might overlook;
3. The strategic skill to acquire your fair share of what is negotiated;
4. The ability to avoid common mistakes made by negotiators;
5. The perception to understand your own ethics, and the ethics of others;
6. The capacity to reflect and learn from your experience.
The course will provide you with knowledge, skills, insights, and experience necessary to be a communicatively competent negotiator and international manager. Upon completion of this course, you should be able to:
* Understand theories of cross-cultural negotiation and how these impact business interactions
* Gain insight into personal and cultural "baggage" that influences your cognitive, affective, and negotiation behavioral processes
* Expand skills in achieving communication and negotiating competence through the understanding and practice of increased appropriateness, flexibility, and adaptability
Target Group: managers at all levels
Faculty: professor from prestigeous US EMBA program
