Negotiation Techniques - MG 424

Course Objectives

  1. To understand the importance of efficient communicators with strong interpersonal skills.
  2. To understand the communication processes among individuals, groups, organizations and different cultures.
  3. To introduce the method of negotiation process
  4. To understand the Negotiation Roles and Strategies

Course Content

  • The Nature of Negotiation
  • Strategy and Tactics of Distributive Bargaining & Integrative Negotiation
  • Strategy Tactics of Integrative Negotiation
  • Negotiation: Strategy & Planning
  • Perception, Cognition, Emotion
  • Communication
  • Finding and Using Negotiation Power & Influence
  • Influence
  • Ethics in Negotiation & Relationships in Negotiation
  • Agents, Constituencies, Audiences & Coalitions
  • Multiples parties and teams
  • Individual Differences & Cross Cultural Negotiation
  • Managing Negotiation Impasses & Difficult Negotiations

Recommended Text:

Roy J. Lewicki, Bruce Barry. Negotiaton. 7th Edition, McGraw-Hill/Irwin, 2014

Roy J. Lewicki, Bruce Barry. Essentials of Negotiation. 5th Edition. McGraw Hill/Irwin, 2010

Harvard Business Review on Winning Negotiations 1st edition, Harvard Business Review Press, 2011

Syllabus