Negotiations for Start-ups
Everyone negotiates. Whether it is the scientist seeking research grants, the designer looking for a freelance assignment, the engineer discussing her first salary, or a team of entrepreneurs trying to secure financing for their new venture, all of these situations call for skills in persuasion and negotiation.
All firms rise and fall with their sales, and most students at SSES partner schools will at some time find themselves in a negotiations and sales role; either as entrepreneurs in their own firms, or employed at e.g. biotechnology companies, creative firms or consulting firms. In addition, holding a management positions in any type of organization is essentially about the identification and resolution of conflicts, and doctors will find themselves dealing with reluctant patients refusing treatment which also requires an understanding of negotiation, mediation, and persuasion processes. The classes will be based on lectures, literature, teaching cases and
exercises. There will be guest lecturers and some multi-media elements.
Examples of topics covered in the course, as applied to negotiations and sales:
- Psychology of decision-making
- Game theory and behavioural economics
- Gender effects in negotiations and sales
- How to avoid bargaining breakdown
- Multiparty negotiations
