Decision making in negotiations

In this course participants develop their negotiating abilities for use in organizations.

Professor
Module
Decision making in a complex world session at UCLA Anderson School of Management

Participants examine critical concepts, frameworks, and approaches for individual, group, and organizational negotiations. Participants consider how to prepare for a negotiation and how to recognize and overcome common decision-making biases during negotiations. This course explores the various aspects of negotiation content and approaches in uncertain and complex situations requiring decisions about a positional versus a mutual gains approach. These aspects of the negotiation process are analyzed via cases involving negotiations in pairs and in groups.