Business people operate in environments in which political and economic pressures are strong, and in which resources -- natural and human resources as well as time and money – may be scarce. In addition, diverse and competing groups (both within and outside of the organization) often do all they can to influence the goals and direction of the organization. Given such circumstances, negotiation is a central communication skill in distributing resources, creating value, and managing conflict especially in the international business context.
Negotiation is ubiquitous. People want to participate in decisions that affect them, and will resist accepting decisions dictated by others. People differ, and they use negotiation to handle their differences. Whether the realm is business, government, or family and friends, people reach most decisions through negotiation. In this class, we explore the science and art of negotiation. The “science” is learned largely through seminar style discussions and lectures. The “art” is learned by experience in simulated negotiations.
- Demonstrate a working knowledge of negotiation concepts and principles for use in a global business environment
- Analyze situations and produce a plan to reach integrative solutions
- Develop and refine negotiation skills for various negotiation situations
- Create a set of negotiation tools that work best for you both domestically and abroad
In 1997, Linda Barkacs and her husband, Craig Barkacs, started their own law firm, Barkacs & Barkacs LLP. The firm specialized in business and civil litigation, as well as employment law. Theyconsistently achieved outstanding results litigating opposite some of the largest and most powerful law firms in the country.Currently, both Linda and Craig Barkacs teach at the University of San Diego School of Business where they have designed and taught numerous courses on negotiation, law and ethics. As a way of connecting with the broader business community, they are principals inThe Barkacs Group, a business consulting firm that provides negotiation, teams and ethics training for the private sector.