PM 444 Negotiation and Competitive Decision Making

This course will explore concepts and skills of complex negotiations in greater depth while concentrating on refining managerial decision making to achieve better results in a variety of competitive environments. The primary focus of this course is to provide vital tools for formulating a productive, effective approach to negotiation and deal-making with a focus on procurement. Students will learn to use analytical decision-making approaches to craft both competitive and cooperative business strategies, develop interpersonal effectiveness at the table, and engineer agreements to create value.

Credits

5

Outcomes

1. This course will prepare students to:
2. Apply analytical methods, tools, and techniques to understand and manage the behavior of individuals, groups and organizations in competitive situations.
3. Develop a broad intellectual understanding of a set of central concepts in negotiation.
4. Justify proposed solutions and strategic positioning at the negotiation table.
5. Appraise negotiation impacts on the organization.