We negotiate every day with potential employers, coworkers, roommates, landlords, parents, bosses, merchants, service providers, etc. Determining what price we will pay, the amount of our salary and compensation, what movie to watch, who will clean the kitchen… all of these are negotiations. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
Negotiation is the art and science of securing agreements between two or more dependent parties. The purpose of this course is to understand the theory and processes of negotiation as they are practiced in a variety of settings. The course is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and the professional. A basic premise of this course is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted and implemented. Successful completion of this course will enable you to recognize, understand, and analyze essential concepts in negotiations.
