Negotiation class is one of the most popular electives for business students around the world. The class is often focused on maximizing your share of the pie often at the expense of the other party. Many see it as how to win.
However in today’s business environment, graduates need to understand a wide range of methods at their disposal, often more effective methods, for resolving disputes and moving business relationships forward between different groups, whether that is another business partner or a local community. This includes but is not limited to consensus building, alternative dispute resolution, facilitation and mediation. This new course would cover negotiation as part of a range of different approaches and techniques that a manager can use – how to get a win-win, and not just the win, how to identify when to use them and how to use them.