XP Negotiation

Bernd Wittenbrink

38803
XP Negotiation

Course Overview

Effective negotiation skills are essential to successful managers. Whereas technical skills are required to discover optimal solutions to problems, effective interpersonal negotiation skills are necessary to implement these solutions. This course provides you with the opportunity to further develop your negotiation skills through an introduction to relevant empirical research in behavioral science and through multiple in-class negotiation exercises.

Specific aims of the course are:

• to develop an analytical framework that will help you better understand negotiation situations and the challenges they entail.

• to provide you with opportunities for in-class negotiations, with the goal that you develop your existing repertoire of negotiation tactics and strategies and that you further your ability to correctly evaluate the costs and benefits of these alternative strategies.

Use your CNetID to access the 2018 syllabus.

Access the 2018 course materials.

Course Topics & Schedule

1 • Introduction

 

TOPICS

• Introduction to the Course
• Basic Concepts in Negotiations
• Two-Party, One-Shot, Single-Issue Distributive Negotiations

IN-CLASS NEGOTIATION

Mapletech – Yazawa

 

2 • Distributive Negotiations

TOPICS

• Communication at the Negotiation Table
• Cooperation
• Influencing Others
• Coalition Building (I)

IN-CLASS NEGOTIATION

• Leckenby Co.

3 • Integrative Negotiations

 

TOPICS

• Integrative Bargaining (I)
• Team Negotiation

IN-CLASS NEGOTIATION

moms.com

4 • Third Parties

TOPICS

• Integrative Bargaining (II)
• Third-Party Representation

IN-CLASS NEGOTIATION

Edgewood Electric

5 • Multi-Party Negotiations

TOPICS

• Multi-Party Negotiations
• Coalition Building (II)

IN-CLASS NEGOTIATION

Deeport

© Bernd Wittenbrink • University of Chicago Booth School of Business

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