Negotiation

Objectives

On completion of this course participants should be able to:

 

Knowledge and Understanding:

  • Identify and understand different types of negotiating situations;
  • Know how to prepare a negotiation;
  • Know how to deal with different types of negotiating situations.

 

Skills - The course has several objectives:

  • Develop the participants - negotiation skills;
  • Develop the participants - ability to work in teams;
  • Develop the participants - ability to apply the different concepts, models and frameworks to the analysis of real-life situations.

 

 

General characterization

Code

33210

Credits

3

Responsible teacher

JORGE MEDEIROS

Hours

Weekly - 2

Total - 12

Teaching language

English

Prerequisites

Not Applicable

Bibliography

Readings:

 

  • Distributive Bargaining (class notes).
  • Dierickx, I.,Price Negotiations - The Distributive Dimension of Bargaining, 2008, mimeo.
  • Integrative Bargaining (class notes).
  • J. K. Sebenius, Six Habits of Merely Effective Negotiators, Harvard Business Review, April 2001, pp. 87-95.

 

 

 

 

 

 

Teaching method

The course develops the negotiation skills of participants through a carefully controlled combination of lectures, class discussions, negotiation exercises, and a negotiation Write-Up (see Section 29 above).

Evaluation method

Evaluation is based on class participation and on a negotiation Write-Up. The object of the Write-Up is the analysis of a real-life negotiating situation using the concepts, models and frameworks discussed in the course. The Write-Up should have 5-7 pages. Each participant chooses his or her own topic.

Subject matter

This module offers a strategic and integrated perspective about how to prepare and how to deal with different types of negotiating situations. Building from simple to complex negotiations, the module develops an analytical framework that helps participants to understand their negotiating situation, the tactics that are available given the situation, and the array of moves that can be employed to improve their prospects by changing the situation.

SESSION 1 - PRICE NEGOTIATIONS

SESSION 2 - PACKAGE DEALS

Programs

Programs where the course is taught: