תוכן הקורס ומטרתו
This course builds on the basic "Managing Negotiations" introductory course and provides an exposure to advanced analytical tools, frameworks, and a series of complex simulations with the purpose of providing class participants the opportunity to analyze, understand and develop advanced negotiation skills and tactics. In this course, participants will learn to identify their own assumptions and behaviors and the skills required to overcome difficult tactics or individuals. Moreover, a key focus is on effectively responding to emotions ? your own and others? ? with the aim of building and maintaining productive relationships even in complex situations or with challenging counterparts. In addition, the course will expose participants to valuable strategies for dealing with powerful (and/or unethical) individuals as well as tools for negotiating from a weakness including specific tactics for ?virtual? negotiations.
The basic premise of the course is that negotiation skills are best learned through practice grounded in deep analysis and self-reflection. Although theoretical concepts and principles will be presented in class lectures and in readings, the course will focus primarily on improving practical skills in dyadic and group situations through a series of in-class simulations, presentations, video?s and exercises. A key focus is not only teaching participants a diverse set of negotiation tactics, but learning to select the most effective strategy given the complex negotiation or negotiation partner/s.
לסילבוס המפורט