Negotiations for Managers and Entrepreneurs - Q4

Participation Prerequisites

Presence in class is required for all sessions. Students who have commitments that may conflict with any (part of the) sessions are kindly asked to refrain from registering for this course.

Course Content

This course is essential for students aiming to gain a profound understanding and practical training in effective business negotiation. Blending theoretical insights with real-world applications, the course equips students with the skills needed to excel in various negotiation scenarios. The first half of the course focuses on the negotiation setup, negotiation substance, and negotiation tactics. In the second half, students have the opportunity to apply and deepen their skills in real-world contexts, such as through negotiation-focused interviews. Overall, this course emphasizes the integration of theory and practice, preparing students with a comprehensive toolkit for successful negotiations in their professional and personal lives.

Intended Learning Outcomes and Competencies

The learning method is largely experiential, with the main objectives including:

• Acquire in-depth knowledge of the major concepts essential for successful negotiations
• Develop and leverage the mindset and toolkit to negotiate effectively
• Understand how to reach a deal even when differences persist
• Become aware of (and avoid) tactical and psychological pitfalls
• Gain confidence in navigating complex situations 
• Learn to deal with power imbalances and difficult personalities
• Improve skills to read and influence others and to claim value 
• Develop critical thinking and problem-solving skills to foster logical yet out-of-the-box, entrepreneurial thinking
• Practice teamwork and responsible leadership

Instruction Type

Presence

Form of Examination

In-class participation (25%), student project (35%), 90-minute written exam (40%).

Literature

Announced in the course pack