ADVANCED NEGOTIATION

Catalog description

(Slashed with PACS 60001 ) Conflict and negotiation are normal and unavoidable parts of life. This course goes beyond basic negation concepts like principled negotiation, focusing on topics including the psychology of negotiation, power, international relations, technology and other advanced topics. The course covers issues of information asymmetry; power; ethics; and multi-party, iterative and collaborative negotiations. Research of negotiation and prior case studies are used to illustrate topics. This course is highly interactive, focusing on experiential learning and education. Evaluation of performance includes experiential exams, reflection papers and written understanding and analysis of real-world negotiations. Simulations and games are used during class frequently to illustrate concepts.