Negotiation is a joint decision-making process whereby two or more people agree on how to allocate scarce resources. Negotiation pervades every aspect of our lives; some even believe it is the most fundamental skill of effective managers. Ashley and Adam played the role of a plant manager who has to negotiate some arrangements with another plant manager. They were in potentially competitive situation where cooperation is clearly desirable. They were to find some way to cooperate, when to do so might seem to put you at a disadvantage. The object is to understand and apply useful theories and analytical frameworks and to develop effective negotiation skills. The course is highly interactive and utilizes realistic negotiation practice with others to improve skills and stimulate discussion.
2. Did the negotiators have a consistent strategy? Was it effective?