John Wisneski

Successful managers and professionals possess effective negotiation and decision-making skills. This course teaches students how to formulate effective negotiation strategies, how to resolve conflict by engaging in negotiation, how to identify commonly seen biases and errors in negotiation and decision-making, how to deal with uncertainty in negotiation and decision-making, and how to overcome potential biases and errors in negotiation, judgment and decision making. A variety of teaching techniques including lectures, case analysis, and experiential exercises will be used to help students to understand and internalize scientifically-proven knowledge.

This course posits that emotion is necessary for business leaders to make good decisions. The emotionally intelligent manager leverages four key skills by: 1) identifying how all key participants feel, themselves included; 2) using these feelings to guide the thinking and reasoning of the people involved; 3) understanding how feelings might change as events unfold; and 4) managing to stay open to the data of feelings and integrating them into decisions and actions. This course provides you the ability to discover your base level of emotional intelligence and provides specific techniques and practice opportunities designed to improve how you manage your emotions and the emotions of others to contribute to effective leadership performance.

Course provides opportunities for students to experience different phases of two-part, multi-party, and team negotiations. Its interactive format facilitates development of analytical and behavioral skills for effective negotiation. Topics include diagnosing conflict, decision making, adversarial vs. cooperative strategies, ethical and cultural factors, and third-party intervention.

This course focuses on designing and conducting breakthrough negotiations in context, using the healthcare context as an example. It introduces a dynamic model and illustrates how negotiators should consider characteristics of a specific context in formulating and executing their negotiation strategies. The course uses a variety of exercises and simulations in the healthcare context to facilitate students’ understanding and internalizing of the framework and to sharpen their skills in contextualizing their negotiation strategies.

Course provides opportunities for students to experience different phases of two-party, multi-party, and team negotiations. Its interactive format facilitates development of analytical and behavioral skills for effective negotiation. Topics include diagnosing conflict, decision making, adversarial vs. cooperative strategies, ethical and cultural factors, and third-party intervention.