Course DescriptionNegotiation is a social process that can be analyzed, understood, and modeled. The most effective approaches to teaching negotiations integrate both intellectual analysis and skill development. This course is designed to familiarize students with various negotiation approaches and styles, including distributive and competitive negotiation techniques. Discussions of negotiation research inform weekly practice exercises that cover setting goals and expectations, contrasting effective and ineffective communication methods, identifying cross-cultural and gender challenges, and developing personal grounding techniques to increase efficacy in negotiations.
Upon successful completion of this course students will be able to:
- Identify personal interests and interests of others within a negotiation
- Analyze and apply theory and techniques to negotiation opportunities
- Identify how gender and cultural differences can disrupt negotiations and address them
- Craft durable and enforceable agreements