NBA 6820

Negotiation I: Negotiation Essentials

Course Description

Course information provided by the 2025-2026 Catalog.

Negotiation is the art and science of securing an agreement between people who have some conflicting interests.Seen this way, you negotiate every day-with partners about travel plans, with roommates about dishwashing, with teammates about who writes the first draft of the paper. And you can begin to see how you can turn situations into profitable negotiations-getting a hotel room upgrade, managing a dispute on a client team, finagling a deadline extension.The goal of this class is to help you do better in these and other important negotiations. As is true in life, there is no formula you can simply apply to achieve success in negotiation. Nor is there a single right answer to the question of what is the best tactic to use. What we will do, however, is provide you with frameworks and empirical findings that shed light on which tactics are likely to be effective, given particular situational constraints (relationships, few outside options, etc.). Your jobs are to hone your ability to decide when a tactic is likely to work, and to practice using the appropriate skills to gain experience and confidence.

Last 3 terms offered 2025SP, 2024FA, 2024SP

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