Negotiation is a foundational professional and leadership skill for finance professionals. It is also the art and craft by which decisions are made, agreements reached, and disputes resolved between two or more parties. This introductory course has three main aspects. The first is to discuss and apply theories you may find helpful in improving your own negotiation skills. The second is to help you sharpen your skills by having you negotiate with other students in realistic settings. The third is to help you feel more comfortable and confident with the negotiation process.

Analytical skills are certainly helpful in negotiation, but people often require a broad array of decision-making and interpersonal skills to ensure the acceptance of good solutions to difficult problems. To provide you the opportunity to develop such practical skills, this course will rely primarily on hands-on learning. This experiential approach makes each learning point more salient by providing shared examples to illustrate concepts, models, and theories.

This course is designed to be relevant to the broad spectrum of bargaining problems that are traditionally faced by finance professionals and designed to complement the knowledge provided in other Master of Finance courses.