AEM 3050

Negotiation Strategies and Skills

Course Description

Course information provided by the 2025-2026 Catalog.

Negotiation is the art and science of securing agreements between two or more interdependent parties. To reach agreements, it is necessary to understand the behavior and relationships of individuals, groups and organizations in the context of cooperative and competitive situations. This course is designed to help you build a negotiation skillset that can be used in a broad set of organizational situations, as well as in your personal life. A basic premise of the course is that while you need analytic skills to discover or create optimal solutions to problems, you need a broader array of skills for these solutions to be accepted and implemented. During the course, you will develop these skills experientially and learn to apply relevant analytic frameworks.

Distribution Requirements (OCE-IL)

Last 4 terms offered (None)

Outcomes REF-FA25

• Analyze diverse negotiation scenarios and identify their distributive, collaborative, and integrative elements.
• Improve your negotiation outcomes by preparing effectively and recognizing when you should walk away from a potential deal.
• Identify your counterparty's hardball negotiation strategies and defuse or counteract them.
• Negotiate effectively as part of a team.
• Create win-win (integrative) solutions that maximize the potential value of a deal.

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