Course Overview
Bargaining skills across a broad range of business settings; experiential work.
3 credits.

Course Objectives
It is expected that at the conclusion of the course, students will be able to:

1. Think strategically about negotiation.
   
2. Prepare for a negotiation.
   
3. Create value in a deal (enlarge the pie).
   
4. Claim value in a deal (claim your slice of the pie).
5. Identify and manage issues that affect the negotiation process (for example, gender, power and culture).
6. Become aware of and manage your own negotiation style preferences.
7. Manage the challenges of negotiating as an agent.
8. Manage the challenges of multi-party negotiations.