Negotiation Theory Practice

1.5 Credits · Level: Graduate, Undergraduate

Based on SFS class International Negotiation. The objectives of this course are to explore and discuss the various theories of and approaches to negotiation analysis and to assess how these theories are revealed in real world cases. It explores various theories about the many factors that influence the international negotiation process -- including power, the nature of the bargaining interaction, domestic politics, personality, and culture. It grapples with the factors that affect the process and outcome of international negotiations, and thereby enhance our ability to identify conflicts that are ripe for negotiation (and those that are not) as well as assess the dynamics and prospects of on-going negotiations. A better understanding of the negotiation process and the factors that determine outcomes may even make us more effective negotiators. Learning outcomes/subtopics: o Understand various theories of and approaches to negotiation analysis. o Analyze real world cases and understand how factors such as power, domestic politics, and the nature of bargaining interaction influence the international negotiation process.