It is hard to imagine a skill that is more critical for success in business than negotiations. Negotiation is a process of capturing and creating value through discussion and voluntary agreement. The present course approaches this process from the perspective that negotiating is a skill – and a skill that can be taught – and that the best way to learn that skill is by practicing negotiations. But the present course will also build negotiating skills in a global context, which is much more complex.

There will be class discussion and readings concerning culture, cross-cultural differences, and how these relate to negotiations (and communications in general). There will also be discussion about the principles of negotiations and about the major issues involved in different types of negotiations.