Negotiation

3 Credits · Level: Graduate, Juris Doctor

(FALL SEMESTER -- ROGOWSKY) This course focuses on the art of negotiation and on critical analysis of conflicts and problems-solving strategies that lead to agreements. It begins with the neuro-science of communicating. It moves quickly to negotiation as a value-building and problem-solving exercise; cross-cultural, gender and cross-generational differences; and the hard-nosed tactics of creating and claiming value from ‘the deal.’ The course emphasizes the public policy process, domestically and internationally, political advocacy tools and techniques to assure support for desired outcomes and the skills needed to successful negotiations. Instruction includes lectures-discussions and cases studies, but emphasizes simulation exercises and critical debriefing to hone skills through ‘real world’ experience. SPRING SEMESTER (MILNER-GILLERS) - (Spring Break, 3-credit course) Negotiation is an intensive, skills-based seminar-style class that emphasizes the ability to think analytically about the process of negotiating. Readings and class discussions will provide students with a theoretical framework to prepare, conduct, and review negotiations and several strategies to enhance their abilities as negotiators. Through participation in a series of simulations and critical reflections, students will increase awareness of their negotiation behavior and their ability to negotiate more skillfully in a range of sectors in bilateral and multilateral settings. As this course meets for just a few sessions over spring break, full attendance is required.