PAM 5943 - Negotiation Essentials

Spring. 1 credit. S/U grades only (no audit).

S. Sunita.

Negotiation is the art and science of securing an agreement between two or more interdependent parties. A basic premise of the course is that while a manager needs technical and analytical skills in order to develop optimal solutions, a broad array of negotiation skills is needed for these solutions to be accepted and implemented.
The course is designed to help you approach negotiations with confidence. You have the opportunity to develop your negotiating skills experientially and to gain insight into what works, what does not, and why.

Outcome 1: Approach negotiations with confidence.

Outcome 2: Develop your negotiating skills experientially.

Outcome 3: Gain insight into what works, what does not, and why.