Behavioral Science: Negotiating Collaboratively II

Course Description

We negotiate every day—many of us, all day. Determining what we will pay, how much we will get paid, and how to convince our colleagues of our data-driven solutions: All of these are negotiations. Despite the ubiquity of negotiation and its centrality as a leadership competency, however, many of us know little about the strategy and psychology underlying it. Building from Negotiating Collaboratively I, which provides students with the foundational knowledge and skills needed to negotiate, Negotiating Collaboratively II teaches students advanced negotiation skills and prepares them to negotiate in complex but critical situations. Examples of advanced skills include negotiating across cultures and over virtual media like Zoom. Examples of complex but critical negotiation situations include disputes and ethically fraught deals. Finally, and in addition to learning advanced skills and encountering complex negotiations, students in Negotiating Collaboratively II will negotiate additional simulations involving data and healthcare, receive additional personalized feedback, and apply their skills to negotiations occurring in other classes (i.e., Commercializing Discovery) and/or in their careers (i.e., to job offers they are receiving). By the end of the course, students will be able to display and successfully deploy a variety of sophisticated and situation-appropriate negotiation strategies.

Code

BU.920.636

Credits

2

Subject

MBA