NBAE 6660 - Negotiations

Spring. 1 credit. S/U grades only (no audit).

Enrollment limited to: students enrolled in the Cornell Executive MBA Metro New York Degree program.

S. Sah.

Managers certainly need technical and analytical skills to develop high-quality solutions to the business problems they face. Negotiation skills, too, are critical for the manager to get his/her solutions accepted by others and implemented. Through lectures highlighting best practices and an experiential approach designed to encourage students to gain confidence using new tools, the course aims to make students more effective negotiators. Lessons include how to negotiate when you lack power, how to get what you need from a deal without sabotaging your relationships, and how to bargain confidently when your options are limited.