Negotiating Better Negotiations

Poor negotiation skills can be found everywhere from playground sandboxes to the highest halls of government, but one class is teaching students techniques that set a better example.   

Negotiations for Engineers is available to students in Northwestern's Master of Engineering Management (MEM) program, and the course focuses on the art and science of negotiating to create agreements where all sides walk away satisfied.  

Students who recently took the class, taught by MEM director Mark Werwath, said the lessons learned will be beneficial in their careers and beyond.   

“We use negotiation daily in the workplace, at the store, and in our personal relationships,” Perry Chailaivanichkul (MEM '23) said. “It is crucial to understand how to communicate effectively and use negotiation to reach an agreement that benefits all parties.”  

The class’ goal is to equip students with mediation skills to solve disputes rather than win-at-all-cost, scorched-earth tactics.  

Werwath puts students in the hot seat throughout the course, giving them at least 10 opportunities to negotiate through a wide variety of situations with a minimum of 10 different partners. After each negotiation, students receive feedback from the professor and from each other.  

“Students also negotiated remotely, so some of their partners were on Zoom, which adds another layer of difficulty and learning,” Werwarth said. “The course uses case studies that are specifically chosen to reflect situations that engineers and technologists may face in the real world.”  

Tackling relevant case studies leaves students better prepared for the business world, Werwath and his students said.  

“By learning how to negotiate effectively, I will be able to make better decisions, build stronger relationships, and achieve mutually beneficial outcomes,” Elliott Woodward (MEM '23) said. “The course equips me with the necessary tools and knowledge to navigate and succeed in various situations.”  

Having more than one negotiating style is one of the keys to being a successful negotiator, Werwath said. Despite the various styles, there is one consistent element that can thwart any negotiation attempt: Emotion.  

“Learning how to manage one’s own emotions and respond to the emotions of others can help create a more constructive negotiation atmosphere,” Woodward said.  

To keep emotion out of the equation requires strong listening skills, another component strongly emphasized in the course.  

Chailaivanichkul said she is already applying those lessons as she continues her MEM classes. 

“I learned to listen to people's interests and objectives without judging them for their position," she said. "This training allows me to understand their decisions better. You should separate the people from the problem.”   

That lesson, Woodward explained, is a realization and ability that is applicable beyond the classroom and business world.  

“Negotiating is a fundamental aspect of human interaction,” he said. “The skills and techniques provided in this course will be useful in both my personal and professional life.”