An intensive and practical course that develops executives' ability to negotiate internationally in purposeful, principled, and effective ways. Simulated negotiations, games, and exercises complement lecture and discussion. Topics include: interest-based bargaining; negotiating when trust is low and stakes are high; win/lose negotiating; measures of success; preparing for important talks; negotiating multi-issue deals; negotiating with many parties and building consensus; negotiating with 'irrational' players; persuasion techniques; coping with sharp bargaining tactics; cross-cultural negotiations; and negotiating with organizations.

Faculty:

Seth FREEMAN