Seminar: Strategic Negotiations

Strategic Negotiations focuses on deal-making/ special issues in strategic and competitive contexts. Students will explore core negotiation concepts and are provided with bargaining tools, analytical capabilities, and practical skills to achieve greater deal-making effectiveness. The class is predominantly experiential. We will have complex role-plays involving a variety of negotiation contexts such company acquisitions and takeovers, contingency contracts and agency issues, and conflict resolution between business partners.

The Seminar is for all students who aim to pursue general management and entrepreneurial careers, particularly for those who consider pursuing careers in strategy & business development, investment banking, and private equity.

(1) Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in strategic contexts

(2) Develop strategic plans for negotiating in a variety of strategic contexts

(3) Craft deals that create and claim maximum value for a long-term, sustainable basis

(4) Handle complexities, such as dealing with multiple issues, parties, changing environments, and ethical dilemmas in negotiations

(5) Create value out of conflicts

(6) Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating

(1) Class Contribution (%20)

(2) Written Paper on Real-Life Negotiation Analysis (%80)

Because of the experiential nature of the course, it is impossible to make up any missed classes. Any participant’s absence also complicates the organization of the class exercises and adversely affects his/her classmates’ learning. Therefore, the attendance is mandatory for all sessions of this course. Students with conflicting schedules will not be allowed to register for this class.

For the specifics of the attandence policies as well as the specifics of all grading components, please read the syllabus very carefully (attached PDF file)