Units: 6


Welcome to Negotiation. You knew it all along: Life isn't fair. Perhaps what you didn't know, though, is that you can learn to do something about it. Negotiation is not only a talent you can be born with, it's also a skill that can be learned! This course focuses on improving fundamental negotiating competencies in personal and organizational contexts.  Negotiation is both an art and a science. This course will teach you how to negotiate more effectively through a combination of assessments, exercises and simulations. In subject matter and approach this class is designed to provide understanding and insight into your present negotiating abilities, as well as challenge your comfort zone to allow for continuous improvement going forward. Negotiation is fast-paced, interactive and hands-on. Drawing upon current research and recognized best practices, we will emphasize both basic mastery and practical application of the subject matter covered. In that respect, and perhaps unlike your other classes at the Heinz College, this course will have elements of both education (learning about) and training (learning how to).

Learning Outcomes:

The primary purpose of Negotiation is to provide you an opportunity to increase your negotiating effectiveness. While this will be accomplished in a variety of ways, it is important to recognize that the extent to which your skills improve will primarily be a function of how committed you are to better understanding yourself, how open minded you are about learning new skills and techniques, and how willing you are to take risks to change longstanding habits. Remember, as Oscar Wilde once said, "Experience is the name everyone gives to their mistakes." Specifically, by the end of this course the following primary objectives will be addressed:

  •     Students will begin to "know what they don't know" about negotiating.
  •     Creation of an individualized negotiation profile identifying both your negotiating strengths and weaknesses.
  •     An understanding of the dynamics and complexities of the negotiation process.
  •     Learn how to analyze and prepare for an upcoming negotiation.
  •     How to more effectively negotiate in different contexts, including 1:1, on teams, acting in an agency capacity, in job interviews, and with co-workers.
  •     Development of your own ethical negotiating framework.

Prerequisites Description: