The Art and science of negotiation
We negotiate in different ways every day. Understanding the negotiation process and improving individual negotiation skills is critical to continued career success. The objective of this course is to familiarize students with the art and science of negotiation, and explore ways in which they can improve their negotiating skills. To that end this course is based on theoretical and empirical research, case analyses, discussion/debate, and various in-class activities. In this course I break down the negotiating process into various principles and concepts. The goal is that at the end of the course students will leave with a better understanding of their preferred negotiation style, an improved ability to adopt different negotiation styles, and an understanding of the ways in which negotiating can support (or undermine) organizational goals and objectives.
Sample lecture Slides
Below you can download a .pdf example of the slides I use when discussing integrative and cross-cultural negotiations. For a full media enabled version or additional examples please contact me directly.
As the only PhD student that has been asked to teach in the Weekend MBA program at Krannert, I am proud to have received the Krannert distinguished teaching award for this course. This means that I received an average student rating of 9.2 or higher on the following questions:
1) overall I would rate this course as (poor 1 - excellent 5)
2) Overall I would rate this instructor as (poor 1 - excellent 5)
Below you can download a complete report of the student ratings of my performance in this course.