MGNT7810 Business Negotiation (3 units)
- Medium of Instruction:
It is difficult to imagine a day in our lives going by without a negotiation taking place. We negotiate constantly with many types of people, including employers, customers, co-workers, landlords, parents, significant others, friends, service providers, and other students. Some of these negotiations, such as negotiating with a friend over what movie we will see tonight, are trivial; other negotiations, such as negotiating a job offer, can have profound influences on our personal and professional lives. Despite the fact that we constantly negotiate, many of us haven't taken the tie to think deeply about what determines success in negotiation.
This course focuses on developing your negotiating skills and making you a more confident negotiator. By the conclusion of this course, you will have improved your ability to diagnose negotiation situations, strategize and plan upcoming negotiations, and engage in more fruitful negotiations, even in situations where you are dealing with difficult negotiation partners.
Because negotiating agreements is as such art as science, learning in this course will take place mainly by doing experiential exercises, and research on negotiations will be used to supplement this learning. You will be placed into numerous realistic negotiation settings, and you will need to prepare for, participate in, and analyse your negotiations.
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