Introduction to Negotiation
This course provides a structured, analytical approach to negotiation, focusing on how to understand, shape, and influence negotiation dynamics rather than relying on intuition alone. It introduces a systematic framework that helps learners analyze situations, uncover underlying interests behind stated positions, and craft persuasive, principled arguments. A central component of the course is developing the ability to move beyond surface-level conflict by identifying what parties truly want and how value can be created and distributed. Learners explore key concepts such …