This simulation-based, multi-section course introduces students to the theory and practice of negotiation. The course uses students' experience in simulated negotiations as a vehicle for considering topics such as the nature of conflict; integrative and distributive bargaining; ways to overcome barriers to agreement; lawyer-client relationships; negotiation skills such as listening, communication, and persuasion; negotiation power; the role of culture, gender and race in negotiation; and using third party neutrals. Students participate in role plays, reflect on their own experiences in weekly journals, and review video-taped negotiations with the professor.
A popular highlight of the Negotiation Workshop is a class in which Law School students have the opportunity to represent Business School students in a mock negotiation.
