General
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Negotiation Strategy |
This course offers a strategic and integrated perspective about how to prepare and how to deal with different types of negotiating situations. Building from simple to complex negotiations, the course develops an analytical framework that helps students 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.
The course develops the negotiation skill of students through a carefully controlled combination of lectures, interactive games, small group discussions and actual negotiations carried out by participants. It draws on the latest advances in the field of negotiation analysis and provides a forum for experience sharing.