This course complements the technical and diagnostic skills
students learn in other LCB courses by providing them with an
intensive and creative environment in which they can enhance their
negotiating skills. A basic premise of the course is that while a
manager needs analytical skills to discover optimal solutions, a
broad range of skills in negotiations is needed to ensure that these
solutions are accepted and implemented. The course provides students
with an introduction to negotiation theory and a variety of
negotiation styles and objectives. Most importantly, the course
allows participants the opportunity to develop these skills
experientially and to understand negotiation within a well developed
and tested analytic framework. Considerable emphasis is placed on
simulation exercises, role playing, and case analyses.
Elective.
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