Advanced Negotiation

Course Description

Have you ever felt, after negotiating, that maybe you could have done better? In this course, we will try to consistently improve negotiation behavior; in short, to make you a better negotiator. We negotiate every day with potential suppliers, employers, co-workers, merchants, service providers, and many others. What price we pay, how much we get paid, how group tasks will be divided and credit allocated, whether a new plan will be adopted, how a change will be implemented... all are negotiations. Yet, while we all negotiate often, most of us know very little about why we are sometimes successful and other times not, and even fewer of us know what it takes to consistently be effective. Some of the critical questions that this course will address include: How does one best measure success? Prepare for negotiations? Choose a strategy for conducting negotiations? Manage tough tactics? Review negotiations to make adjustments and to improve over time?

Code

LAW 645G

Credits

3

Subject

Law