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These notes are to one of the most popular electives in the Oxford MBA. About half of the students who want to take this course aren’t able to register for it, so these notes can be the next best thing. I used these notes as my main study preparation and written assignment research. The notes are organized by lecture, with guest speakers named and pre-class readings outlined. I have also included my own preparations/reflections from the simulated negotiations. Topics covered in these notes include:
BATNA (Best Alternative to Negotiated Agreement)
Value Creation vs Value Claiming
Emotions in Negotiating
Deceptions, Threats in Negotiations
Gender Issues in Negotiating
Ethics, Persuasion in Negotiations
Coalitions, Winning or Blocking in Multi-Party Agreements
Using these notes I was able to pass the written assignment with a mark just below distinction. These notes were also helpful for job interviews and internal communications at my new job. Negotiating is a life skill, and I recommend these notes to anyone regardless of whether they’re taking this course.
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