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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 address a broad spectrum of negotiation
problems that are faced by managers and professionals. It provides students
with the opportunity to develop their negotiation skills experientially in a
series of role-playing exercises that highlight various bargaining and
negotiation processes. This course is designed to complement the technical and
diagnostic skills learned in other courses at the Tepper School. A basic
premise of this course is that while a manager needs analytical skills to
develop optimal solutions to problems, a broad array of skills is needed for
these solutions to be accepted and implemented. Thus the content is relevant to
students interested in management, marketing, sales, real estate, consulting,
entrepreneurship, mergers and acquisitions, and other fields that require
expertise in bargaining, negotiation, and/or dispute resolution. The class will
include negotiation exercises, debriefings, class discussions, and lectures (11/10-TC)
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