BUSA 333 Negotiations
This course will prepare you to execute negotiations that lead to win-win outcomes. You will learn how to present your base offer, avoid costly mistakes, separate the issues at hand, diagnose your counterparts approach, determine and set values of alternatives to agreement, and deal with difficult negotiators. The course topics include persuasion, how to influence decision making, how to develop strategy for a multi-faceted negotiation, assessment of negotiating power, and identification of negotiation biases. The course represents a hands-on learning experience in which you will negotiate multiple deals, participate in negotiation debriefs, and prepare offers and pitches.