Negotiation

Few skills are more critical to success in business than negotiation. Negotiation is the process of capturing and creating value through discussion and voluntary agreement. This course approaches negotiation as a skill that can be developed through instruction and practice, with experiential learning serving as the primary method of instruction. It also emphasizes negotiation in a global context, where cultural, institutional, and legal differences add complexity to the negotiating process.

This course includes class discussions and readings on culture, cross-cultural differences, and their influence on negotiation and communication. Participants will also examine the fundamental principles of negotiation and the major issues associated with a variety of negotiation contexts.