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Description:
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IIn 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. (4/11-TC)
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