Introduction
Negotiations are omnipresent in our lives. At work we negotiate with our employers, colleagues, employees, customers and suppliers. In our private lives we negotiate with friends, children, spouses and family members. We negotiate everyday, but how aware are we of what is happening in these situations? How can we become better negotiators? Negotiation research provides us with evidence about how we should behave in a negotiation.
This course will present theory and research that will help you understand and analyze the critical elements and processes involved in a negotiation. By actively participating in negotiation case simulations/role plays you will develop your competencies and skills.