• Identify and explain the key concepts and strategies of negotiation.
• Demonstrate how these concepts and strategies can be applied in real-world negotiations and how the understanding of the negotiation theory/strategies can help create and claim value in such negotiations.
• Evaluate and reflect on the applicability of the strategies in real-life negotiations, including cross-cultural negotiations.
• Self-reflect on your own behavior during a (past) negotiation, including the ability to manage cognitive biases and emotions during a negotiation.

This course aims to help you develop your negotiation skills as an individual and as a negotiation team member. You will get acquainted with concepts like BATNA (the best alternative to a negotiated agreement), reservation and aspiration points. You will learn about the differences between the distributive and integrative negotiations, about how to prepare for a successful negotiation and how to create value, besides claiming value, in the negotiation. You will be introduced to various integrative negotiation techniques, such as logrolling, multiple equivalent simultaneous offers, etc. Given the challenging nature of many negotiations, you will be introduced to the tactics that break the barriers to cooperation in negotiation and that facilitate joint problem solving in both face-to-face negotiations and in virtual settings. You will learn about the role of emotions in the negotiation and how to manage your (and the other party’s) emotions. Based on the readings, game-based didactic methods and in-class negotiation exercises and discussions, you will learn how to critically analyze your negotiation performance.