CMBA5853

At its core, negotiation is the art and science of getting what you want in a world of innumerable interests, possibilities, and standards of fairness---a world in which we must often compete or cooperate with others to do anything from picking a restaurant to transforming markets. The objective of this course is to equip students with a simple, ready-to-use framework from which we can prepare for and engage in negotiations. Topics include interest-based bargaining, psychological biases, multiparty negotiations, and hard tactics. Regular cases and exercises reinforce our negotiation framework and provide students a safe forum to thoughtfully reflect on their experiences and improve.