MANAGEMT 745 - Negotiation

Course Description

Negotiation is the art and science of securing agreements between two or more interdependent parties. The purpose of this course is to help you to understand the theory and processes of negotiation as it is practiced in a variety of settings. This course is designed to complement the technical and diagnostic skills learned in other courses at Fuqua. A basic premise of the course is that while managers need analytic skills to discover optimal solutions to problems, they also need a broad array of negotiation skills in order to get these solutions accepted and implemented.

This course will highlight the components of an effective negotiation and teach students to analyze their own behavior in negotiations. The course will be largely experiential, providing students with an opportunity to develop their skills by participating in negotiation exercises and integrating their experiences with the principles presented in the assigned readings and class discussions.