2023 Becker Negotiations starts in
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38803
EMBA 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.
2023 Course Syllabus
Access to the 2023 Course Materials
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