215 - Negotiation Analysis

Faculty:  Lippman, S.

While recognizing the importance of persuasion and interpersonal skills, the basic premise of this course is that information, preparation, clear thinking, and simple quantitative analysis is the backbone of effective negotiation. By stressing the analytical component rather than the interpersonal/persuasion component of negotiations, this course assists us to further develop the habits of mind and analytical competence essential to negotiation. A second basic premise of this course is that a conceptual framework is needed in order to learn from your experience. The conceptual framework is imparted via the lectures and readings. The experience is imparted via the negotiation exercises.

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