Whether you are aware of it or not, we are often in negotiation situations. Negotiation then is a decision- making process by which two or more people agree how to allocate scarce and dependent resources; it is the art and science of securing agreements between two or more interdependent parties. Negotiation entails getting information from another party, determining what information you have to selectively give to get that information, and analyzing that information to make strategic offers. This course will introduce key concepts in negotiation, such as BATNA [Best Alternative to Negotiated Agreement], RP [Reservation Price] plan and ZOPA [Zone of Possible Agreement]. We will cover simple single issue, two-party negotiations and then more complex multi-issue two party negotiations. Finally, we will cover the thorny questions of ethics and dispute resolution, i.e., situations where a claim has been made by one party and rejected by the other party. The program is built on a combination of theoretical applied material, as well as individual and group work on business case studies. You need this course if you want to achieve your personal and professional goals more effectively.