Faculty: Prof. Dishan Kamdar, Indian School of Business

Course Overview:
Although people negotiate all the time, most know very little about the strategy and psychology of effective negotiations. This course is designed to be relevant to a broad spectrum of negotiation problems that are faced by the manager and the professional. A basic premise of this course is that while a manager needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. Negotiation exercises in the classroom will provide the opportunity to attempt strategies in a low risk environment.

Course Objectives:

• Understand and analyse essential concepts in negotiations.
• Explore one’s skills and shortcomings as a negotiator.