Purposeful Negotiation

Catalog description

Negotiation is part of our daily lives. The opportunities to become a more thoughtful and skillful negotiator can have big impacts. This course is designed to immerse students in practical activities, building skills that can be used immediately for everything from managing equitable group work in teams to negotiating salaries. The course will introduce key theories of negotiation, including distributive bargaining and interest-based negotiation. Students will learn how to plan a negotiation, incorporate their values into negotiations, interact with different parties, and adjust their planned strategy as they learn more about the conditions and context. They will also learn to select and apply appropriate tactics based on the relationships involved and the outcomes they aim to achieve. Students will have opportunities to reflect individually and collectively to assess the results of their negotiations in order to become effective negotiators in personal and professional contexts.