FMRK 348 The Art of Negotiation
Effective negotiations are a modern business imperative in nearly every field and context. Additionally, a successful negotiation skill set and style is invaluable in most aspects of life where decision-making is not unilateral (in short, nearly every aspect). The Art of Negotiation will teach core conceptual principals of effective communication, persuasion, and conflict avoidance for professionals. During the course, students will learn several approaches to negotiations: integrative (the "win/win: approach); distributive (the "win/lose" approach), and variations between these two extremes. We will also learn how communication mode (face to face, virtual, verbal/non-verbal), emotion/perception (psychological intangibles), differences in personal style, gender, and culture; and the number of participants (one-on-one vs. multiparty contexts) impact negotiations.