S7PR 2EN10 - Negotiation abilities

The course provides a conceptual and interactive framework to learn and practice the hard and soft skills of negotiation, from strategy formulation to execution to persuasive communication and influence. Students will learn to develop their effectiveness through:

• the strategic ability to analyze “the pie” and claim a fair share of it
• the creative skills to identify “integrative negotiation” opportunities
• insight into their own values, and ethics that drive others’ behaviors;
• the capacity to forge relationships with people whose backgrounds, expectations, and values differ from their own

Role play exercises will provide opportunities for hands-on practice. Some exercises involve numerical analyses; others revolve around qualitative conflicts.

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