The purpose of this course is to understand the theory and processes of negotiation in a variety of settings. A basic premise of the course is that while managers need analytic skills to discover optimal solutions to problems, they also need a broad array of negotiation skills to get these solutions accepted and implemented. Upon completion of the course, DBA students should be able to recognise the two major negotiating approaches (distributive and integrative) and understand the complexities that occur when multiple parties are involved in a negotiation.