Negotiation

The aim of this course is to help students understand the basic theoretical background for successful negotiation (BATNA, competitive arousal etc.). The course covers these topics not only from a theoretical point of view. The basic aim is to improve the negotiation skills of students and, therefore, it includes in-class negotiations and group work in preparing for business negotiations. The course focuses on the strategies and tactics of negotiation but also includes some psychological background knowledge on the topics. It also develops the models of adversarial, cooperative, and integrative negotiation structure. Case studies exemplify the usefulness of these models.