This course complements the technical and diagnostic skills students learn in other LCB courses by providing them with an intensive and creative environment in which they can enhance their negotiating skills. A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions, a broad range of skills in negotiations is needed to ensure that these solutions are accepted and implemented. The course provides students with an introduction to negotiation theory and a variety of negotiation styles and objectives. Most importantly, the course allows participants the opportunity to develop these skills experientially and to understand negotiation within a well developed and tested analytic framework. Considerable emphasis is placed on simulation exercises, role playing, and case analyses. Elective.