ניהול משא ומתן - חורף - 00990760

סילבוס הקורס

Welcome to this course on Negotiation! 

We negotiate every day – with potential employers, with our coworkers, landlords, phone and internet service providers, parents and even our kids. Determining our salary, what price we pay for a car, or even who will do the dishes – all of those are negotiations. Even though we constantly negotiate, many of us know very little about the strategy and psychology behind effective negotiations.

Using a series of exercises and simulations designed to capture a broad spectrum of situations that managers typically experience, this course will give you the opportunity to develop your negotiation skills in a low-risk learning environment as well as to learn more about yourself and about how others perceive you as a negotiator.

We will negotiate in almost every class. The negotiation will take place in person face to face, but you will receive your confidential role material via the idecisiongames platform and will need to prepare in advance for each negotiation conducted in class (apart from the first negotiation in class 1). Once you conclude the negotiation in class you will go back to the idecisiongames platform and report the results on the system while also rating your negotiation partner. You therefore need to bring your computer to every class. 

By the end of this course, you will be able to:

• Improve your ability to prepare for any negotiation by learning to analyze a negotiation situation and develop a strategic plan to improve your ability to negotiate effectively.
• Gain a broad, intellectual understanding of central concepts in negotiation as they apply in a variety of contexts.
• Improve your analytical abilities for understanding and predicting the behavior of others 
in negotiation settings.
• Develop confidence in the negotiation process as an effective means for resolving conflict in organizations.
• Develop a toolkit of useful negotiation skills, strategies, and approaches.