Negotiations

3 credits · Graduate

The objective of this course is to improve negotiation skills and to increase the ability to resolve conflicts in a multitude of situations, including public policy disputes. Topics will include: distributive and integrative bargaining; preparation strategies; defense to ploys; power and perceptions; team and multi-party negotiations; political, legislative and regulatory negotiations; emotions and gender, email negotiations, handling difficult negotiators, impact of personality traits and public policy mediation. Simulated negotiation exercises and role-plays will be used extensively.