Intensive Applied Negotiation

Most people negotiate. Many do so without understanding why they do what they do or how they actually behave during a negotiation. This course aims to improve both your understanding of negotiation and your effectiveness as a negotiator. Short readings provide frameworks for understanding negotiation. Class time includes instruction, discussion, participation in negotiation simulations, and reflection on the negotiation process. Emphasis is placed on developing an awareness of how you can improve as a negotiator. A goal of this course includes learning how to continue to evaluate and reflect on your own negotiating work. This course requires students to apply negotiation concepts immediately, by asking them to think about and plan an approach to solving a negotiation problem and then act on that plan. Because negotiation is an interactive process, students frequently need to adjust their analysis and behavior based on what others may do.