GCOM 7490 Negotiating for Value

In this course, the student will discover that negotiating is a frequent event in our daily lives, although there are many times when we are not aware that we are negotiating. The student will become aware of various activities of negotiating through the broad use of cases negotiated with other members of the class, usually on a one-on-one basis, but also in team negotiations and multiparty negotiations. Some subjects covered include negotiating strategy and tactics, preparation, the importance of relationships in negotiating, managing tension, and creating additional value in a given situation beyond the obvious. The student will get a better understanding of her or his negotiating strengths and weaknesses, and build confidence about her or his negotiating ability. Spring term.