The Negotiation Workshop will provide students with an experiential, simulation-based introduction to the theory and practice of negotiation. The course will consider such topics as the nature of conflict; integrative and distributive bargaining; barriers to agreement and ways to overcome them; client relationships; such negotiation skills as listening, communication and persuasion; negotiation power; the role of culture, gender and race in negotiation; and using third-party neutrals.
The course will be taught in sections of no more than 20. Students will be expected to take part in role plays, to keep a journal in which they analyze their negotiation experiences, and either write a research paper or participate in a final project.
Section Offerings for 2012-13
| Course No. | Term | Name | ||
| & Section | Instructor(s) | Schedule | Location | |
| L8115-001 | 12F | Negotiation Workshop | ||
| J. Tudy-Jackson | F 10:10 AM-1:00 PM | GRHL 502 | ||
| L8115-002 | 12F | Negotiation Workshop | ||
| M. Fowler-Williams | F 10:10 AM-1:00 PM | GRHL 546 | ||
| L8115-003 | 12F | Negotiation Workshop | ||
| D. Ross | F 10:10 AM-1:00 PM | WJWH 101 | ||
| L8115-004 | 12F | Negotiation Workshop | ||
| D. Jansenson | F 10:10 AM-1:00 PM | GRHL 646 | ||
| L8115-005 | 12F | Negotiation Workshop | ||
| P. Woodin | F 10:10 AM-1:00 PM | GRHL 807 | ||
| L8115-006 | 12F | Negotiation Workshop | ||
| C. Liebman | F 10:10 AM-1:00 PM | GRHL 602 | ||
| L8115-007 | 12F | Negotiation Workshop | ||
| K. Holub | F 10:10 AM-1:00 PM | WJWH 417 | ||
| L8115-001 | 13S | Negotiation Workshop | ||
| M. Ricardo | F 10:10 AM-1:00 PM | GRHL 502 | ||
| L8115-002 | 13S | Negotiation Workshop | ||
| D. Jansenson | F 10:10 AM-1:00 PM | GRHL 646 | ||
| L8115-003 | 13S | Negotiation Workshop | ||
| M. Fowler-Williams | F 10:10 AM-1:00 PM | GRHL 602 | ||
| L8115-004 | 13S | Negotiation Workshop | ||
| P. Sarkozi | F 10:10 AM-1:00 PM | GRHL 546 | ||
| L8115-005 | 13S | Negotiation Workshop | ||
| S. Rabinowitz | F 10:10 AM-1:00 PM | GRHL 304 | ||
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