Strategic Negotiations

Strategic Negotiations focuses on deal-making 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, joint ventures, principal-agent issues, and conflict resolution between business partners.

The course 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.

• Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in strategic contexts
• Develop strategic plans for negotiating in a variety of strategic contexts
• Craft deals that create and claim maximum value for a long-term, sustainable basis
• Handle complexities, such as dealing with multiple issues, parties, changing environments, and ethical dilemmas in negotiations
• Create value out of conflicts
• Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating

Course Administration

The course will be administered via Moodle. The content is structured according to the course outline presented at the end of this syllabus. I will upload the lecture slides after each session. However, please note that slides on “Negotiation Simulation Solutions” will not be uploaded.

• Class Contribution (%10)
• Reflection and Self-Assessment Paper (%40)
  
• Final Exam (%50)

For details, please see the attachedSyllabus.