Negotiations & Dispute Resolution

Catalog description

Negotiation is a skill. This course sharpens those skills. It focuses on such matters as negotiation styles, emphasis on interests rather than positions, distributive bargaining (win/loss) versus integrative bargaining, communication, cross cultural negotiations, gender differences, ethics and psychological biases that affect negotiations. Students will be instructed on the use of the negotiation tools and asked to complete negotiation exercises and then called upon to reflect on their experience. These exercises require the students to negotiate with each other. All of the students in the classroom sessions will discuss their experiences and receive input from the instructor.