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 negotiations. The course will examine the theory and dynamics of negotiation and various approaches to negotiating. Topics will include: distributive and integrative bargaining; preparation strategies; defense to ploys; power and perceptions; multi-party negotiations; working with lawyers; impact of gender, cross-cultural negotiations, organizational change and mediation. Simulated negotiation exercises will be extensively used.