CORE COURSE DESCRIPTIONS

NEGOTIATIONS (RSM 1261)

Negotiation is the art and craft by which decisions are made, agreements are reached, and disputes are resolved between two or more parties. Analytical skills are certainly helpful in negotiation, but people often require a broad array of cognitive and interpersonal skills to ensure the acceptance of good solutions to difficult problems. This course provides the opportunity to develop both analytical frameworks and practical skills in negotiation, relying primarily on hands-on learning. Students pursuing careers in marketing, consulting, financial services, entrepreneurship and other areas that require skills in bargaining and persuasion will find this course useful. The course is designed to complement the knowledge acquired in other second-year Rotman MBA courses.