About the Course
Real World Learning: You might not realize it, but you negotiate all the time. With your toddler. Your spouse. Colleagues and stakeholders at work. The customer service agent on the other end of the phone. And yes, even with yourself. Negotiating is a part of everyday life, so why not upskill and learn to negotiate like a pro? No matter what industry you come from or what your professional goals may be, learning at Babson is meant to go far beyond the classroom and make an impact in your day-to-day life. Our Negotiations class will give you techniques for diffusing tension and frameworks that make challenging conversations productive. Plus, you’ll be able to put what you learn into practice immediately.
Learning by Doing: Do you know what a BATNA is? How about a stonewaller? Do you know how to tailor your negotiating style for email exchanges vs. face-to-face conversations? We believe in learning by doing at Babson, so get ready to learn all this and more as you master new skills by actually negotiating. You’ll start each class armed with a pre-assigned persona and a backstory, and will practice new techniques in one-on-one or small group role plays with your peers. Then, unpack the lessons learned in a class-wide debrief.
Expert Faculty: Dr. John Abbruzzese brings cutting-edge research in organizational behavior, neuroscience, and social psychology together with extensive training in improvisational comedy and acting. The result? A learning experience that’s engaging, memorable, and deeply useful. After just seven weeks, you’ll have laid the groundwork for negotiating skills you can fall back on for the rest of your life. Abbruzzese will guide you in your negotiating journey with humor and deep knowledge, leveraging his background as a member of the Harvard Negotiation Institute faculty to teach you both negotiation theory and real world application.