Master of Business Administration in International Management - MBA

Course Description

PMAN 604: Effective Negotiation

Note: All courses carry three (3) credits unless otherwise stated.

This course focuses on the skills, constraints, and dynamics of the negotiation process in arriving at the best possible outcome for all parties.

The course addresses fundamental skills such as systematic preparation, management of the negotiation process, identification of optimal agreements, and ethical constraints of negotiation.

Topics include methods of using conflict constructively, exerting power and influence, recognizing a counterpart's strategy and tactics – and countering them effectively, and launching successful strategies and tactics. Discussion and role play focuses on identifying interests, alternatives, and context; styles, persuasion, and framing; and dealing with crises and using judgment.

Particpants learn the tactics and strategies needed to influence others to reach reasonable and fair agreements, how to choose the most effective negotiation strategy in a variety of contexts, how to use negotiation to make financial resources work harder and go farther, and how to deflect ploys others use – especially when their counterpart is poised, effective, and well-trained.