Syllabus for Negotiation
Negotiation: Theory and Practice (협상론)
Professor Seung Ah Theresa Cho
Office: SK 614
02) 880-5077 tcho@snu.ac.kr negotiate.snu@gmail.com (for submitting class assignments only)
TA: Ji Yeon Lee
jiyeon0426@gmail.com
REQUIRED COURSE MATERIALS
Negotiation, by Lewicki, Barry & Saunders. 2010. McGraw-Hill International Edition (6th)
Articles available on our Learning Community
Contribution to Class Treasury to class treasury: 10,000 won (to be redistributed during exercises) OBJECTIVES
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The purpose of this course is to provide an understanding of the theory and processes of negotiation as it is practiced in a variety of managerial settings including cross-cultural context. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers in diverse careers, such as consulting, banking, marketing, technology management, consulting, and entrepreneurship. In this graduate-level course, particular emphasis would also be made to apply the framework to organizational-level phenomena such as alliance formation, M&A activities, and interfirm bargaining.
While negotiating is a critical skill for the contemporary manager, it is not easy, consider the derivation of the word from Latin --- neg (not) + otium (leisure). A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to ensure that these solutions are accepted and implemented. The course will allow students the opportunity to develop these skills experientially and to understand negotiation in useful analytical framework. Considerable emphasis will be placed on simulation exercises and role playing.
The following is a list of some of the course objectives:
To gain a broad
Professor Seung Ah Theresa Cho
Office: SK 614
02) 880-5077 tcho@snu.ac.kr negotiate.snu@gmail.com (for submitting class assignments only)
TA: Ji Yeon Lee
jiyeon0426@gmail.com
REQUIRED COURSE MATERIALS
Negotiation, by Lewicki, Barry & Saunders. 2010. McGraw-Hill International Edition (6th)
Articles available on our Learning Community
Contribution to Class Treasury to class treasury: 10,000 won (to be redistributed during exercises) OBJECTIVES
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The purpose of this course is to provide an understanding of the theory and processes of negotiation as it is practiced in a variety of managerial settings including cross-cultural context. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers in diverse careers, such as consulting, banking, marketing, technology management, consulting, and entrepreneurship. In this graduate-level course, particular emphasis would also be made to apply the framework to organizational-level phenomena such as alliance formation, M&A activities, and interfirm bargaining.
While negotiating is a critical skill for the contemporary manager, it is not easy, consider the derivation of the word from Latin --- neg (not) + otium (leisure). A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to ensure that these solutions are accepted and implemented. The course will allow students the opportunity to develop these skills experientially and to understand negotiation in useful analytical framework. Considerable emphasis will be placed on simulation exercises and role playing.
The following is a list of some of the course objectives:
To gain a broad