Problem-Solving Negotiation Skills
The purpose of this course is to study and practice effective negotiating strategies and techniques, as well as improve students¿ understanding of negotiation and their effectiveness as negotiators. The 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 negotiation simulations and critical reflection in class, students will increase awareness of their negotiation behavior and their ability to negotiate more skillfully. This course seeks to help you move from negotiating by instinct, as most people do, to negotiating more thoughtfully, more comfortably and with a clearer sense of purpose. This course merges theory with practice to: (1) develop your understanding of negotiation, and your awareness as a negotiator; (2) give you tools and concepts for analyzing and preparing for negotiations; (3) enhance your negotiating skills through frequent role plays, analysis, and feedback; and (4) teach you how to keep learning from your own negotiation experience. In addition to negotiation skills and theory, you will be introduced to issues of representation, ethics, and the place of negotiation in our legal system. The course syllabus consists of assigned readings, simulations, and written assignments for almost every class, and attendance and one video debrief where we will analyze your skill set.