Course Code: TECH-306

Format: In-Person / Virtual

Description: Negotiation is a strategic game. This course applies Game Theory (Nash Equilibrium) to complex deals. Participants learn to calculate their BATNA (Best Alternative to a Negotiated Agreement) and identify the ZOPA (Zone of Possible Agreement).

Learning Objectives:

Calculate BATNA to determine leverage.

Identify the Zone of Possible Agreement (ZOPA).

Simulate SaaS contract negotiations with conflicting constraints.

Scholar-Practitioner Framework:

Theory: Game Theory (Nash Equilibrium).

Application: The "SaaS Contract" Simulation.

Curriculum: The Mathematics of Leverage; Trading Concessions; Closing the Deal.