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Description:
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In this course, students will examine the theory and practice of negotiation across a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by the manager, a professional. Thus the content is relevant to students interested in marketing, real estate, consulting relationships, entrepreneurship, and mergers and acquisitions. In addition, the course will emphasize negotiations that occur in the daily life of the manager.
This course is designed to complement the technical and diagnostic skills learned in other courses at the Tepper School. A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems a broad array of negotiation skills is needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks. Considerable emphasis will be placed on simulations role playing and cases.
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