2018 - 2019
|FACULTY OF MANAGEMENT | ORGANIZATIONL BEHAVIOR|
1 Semester Unit
Negotiation is an important tool in everyone’s life, whether personal or professional. Although there is no magic formula for conducting a successful negotiation, there are theories and tools that can assist in managing negotiations The course teaches how to prepare for a negotiation, understand how it can be conducted, possible strategies and tactics that bring about the desired results, how to avoid common failures, and examine explicit and hidden aspects of negotiations. It demonstrates theories from behavioral sciences while incorporating elements from game theory, simulations and examples. It is not a workshop.