Influencing and Negotiation Skills

Full course description

This course is aimed at developing analytic and communication skills that are necessary for successful negotiations. Students will learn different negotiation styles and models, and will use these to develop skills across three stages of negotiation: preparation, negotiation, and evaluation. The course will encourage students to approach conflicts and disagreements as possible win-win rather than zero-sum scenarios, and students will learn specific techniques in pursuit of this goal. For instance, students will develop skills to best prepare for negotiations, facilitate negotiation processes, bargain with difficult partners, and manage cross-cultural elements of conflicts.