Negotiations for Managers and Entrepreneurs

This course is critical for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively.

To achieve that, the first half of this concentration module follows the framework below:

1. Negotiation setup - Stakeholders, interests, sequencing, etc.
2. Deal design - Effective trande and contingent contracts
3. Negotiation tactics - Think, talk, and act at the negotiation table

In the second half, participants are offered the opportunity to apply their negotiation skills to real-life contexts: they can choose to a) help a company tackle a negotiation challenge, b) develop a negotiation simulation rooted in a real-life problem, or c) investigate a specific negotiation or negotiation setting of their choice (this can also be accomplished through a negotiation-focused interview).

The number of participants is limited to 24 students.

• Behavioral decision theory
• Power-dependence theory
• Resource-dependence theory
• Coalition building theory
• Rational expectation
• Information asymmetry
• Risk aversion
• Principal-agent theory