Negotiation

Professor(s)

Semester

2014 Spring

About This Class

THIS IS AN INTENSIVE COURSE TO BE OFFERED OVER THE COURSE OF 4 DAYS.
 The designated days are Fridays: February 7 and February 28, 2:10-6:30; and Saturdays: February 8 and March 1, 8:00-6:30.
This course is designed to help you explore what it means to be an effective negotiator and to practice the skills needed to improve on this important life skill. You will be expected to learn and apply theories from a broad range of disciplines including law, economics, psychology, sociology and management. These theories will be discussed and debated in class discussions and practice through highly interactive simulations. The course examines the dynamics, constraints, and skills needed to be an effective negotiator. It focuses equally on the use of negotiation in deal making and to resolve disputes. We will conduct simulations in a variety of contexts including face-to-face, over the phone and email. We will explore how dynamics change when moving from two-party to multi-party negotiations and look at how ethics should influence our behavior. Readings will need to be completed ahead of time and a final project will be completed after classes.
A hands-on introduction to the theory and practice of negotiation.  Explores the tension that is created in every negotiation between cooperating to create value with the other side and competing to claim value against the other side.  While there is a lecture component of this course, instruction relies heavily on the use of simulations.  

Class Code

ADR6420.A

Subject

Alternative Dispute Resolution