Social Sciences


Business 393

This course introduces students to the subject of negotiations as an art and science. Prominent writings on the subject will be examined and discussed. Students will take part in actual negotiation exercises designed to reinforce various aspects of negotiation theory and practice. The goal of the class is for students to emerge equipped with the professional and personal skills necessary to thrive in a negotiation setting. In the instructor’s personal experience, he has found that surprisingly few individuals tasked with overseeing complex negotiations on a regular basis, have ever had formal negotiation training. This puts them at a disadvantage to those who have had such training. It is also the case that most people, once they have learned and practiced basic negotiation theories, can noticeably improve their confidence and results in a negotiation setting.