NBA 6820 - Negotiation 1: Negotiation Essentials

Fall. 1.5 credits.

A. Filipowicz.

NBA 6830 requires that you take NBA 6820 as a prerequisite. Negotiation is the art and science of securing agreements between two or more interdependent parties. The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. This course is designed to complement the technical and diagnostic skills learned in other courses at the Johnson School. A basic premise of the course is that while a manager needs analytical skills to develop optimal solutions, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. The course is designed to help students approach negotiations with confidence. They have the opportunity to develop their negotiating skills experientially and to gain insight into what works, what does not, and why.