Limit: 16 students
This rigorous four-credit course introduces the theory and practice of negotiation in a workshop setting. We will examine the basic stages of a negotiation; the major tensions at play in negotiation; distributive bargaining, value-creating, and problem-solving techniques; the management of communication and emotional elements in negotiation; power dynamics and ethics; and other topics as time allows. The course is designed to help students develop negotiating skills and a framework for ongoing self-learning through role-playing simulations, discussion, reading assignments, and regular journal and writing exercises.
Attendance Policy: The course attendance policy is strict, because much of our learning will take place during in-class simulated negotiation role-plays. Attendance for each class meeting is mandatory , as absences frustrate not only your own learning but the learning opportunities of the students you are partnered with in that day’s simulation. If you cannot make the commitment to attend every class session, please cede your place in the course to one of the waitlisted students prepared to make the necessary commitment (and please note that students who fail to maintain regular attendance or preparation may be dropped from the course).
First Day Policy: All students interested in taking the course must be present for the first class, including waitlisted students.
This class will meet the professional skills requirement, but not the writing requirement.
For students seeking more information about the course, a sample syllabus is on reserve at the library.