S. Negotiation Workshop

The Negotiation Workshop provides students with an experiential, simulation-based introduction to the theory and practice of negotiation. The course will consider such topics as integrative and distributive bargaining; barriers to agreement and ways to overcome them; negotiation skills such as listening, communication, and persuasion; the determinants of bargaining power; client relationships; negotiation ethics; and the role of culture, gender, and race in negotiation. Students will be expected to prepare for and take part in role plays, to keep a weekly journal in which they analyze their negotiation experiences, and to participate in a final project comprising a 90-minute one-on-one negotiation and a 12-15 page written analysis of that negotiation. ------------------------------- --------------------------------------------------------------------------------- Please note: because of the experiential and team-based nature of the coursework, attendance at every class session is required. If you anticipate missing more than one class session over the course of the term, you should not take the course (or should take it in a different term when you will not have such conflicts). Unanticipated absences due to illness or similar supervening circumstances will be accommodated as is reasonable; makeup activities may be required as part of the accommodation.