Course Number: 90-751

Advanced Negotiation in Complex Environments

Units: 6

Negotiation is more than haggling over the price of a car or the completion of a simple transaction. Negotiation is about reaching mutual agreements when the parties involved have conflicting goals and preferences. Negotiations in business settings are typically very complex, often involving multiple parties concerned about multiple issues with external constituents to satisfy. This course will extend the skills and knowledge gained from the introductory negotiation courses at GSIA and the Heinz School by examining negotiation in complex environments. Through the use of negotiation role-plays, students from both GSIA and the Heinz school will explore multi-party negotiation, team negotiation, repeated negotiations, getting past "no," the role of the Internet in negotiations, and cross-cultural negotiation.

Prerequisites:
90-750 Negotiation 6 Credits

Faculty:
Linda C. Babcock
Jared Simmer