This course offers a strategic and integrated perspective about how to prepare and how to deal with different types of negotiating situations. The first part of the course focuses on competitive bidding. The remainder of the course deals with bargaining proper. Building from simple to complex negotiations, the course develops an analytic framework that helps participants to understand their negotiating situation, the tactics that are available given the situation, and the array of moves that can be employed to improve their prospects by changing the situation.
