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.

Because of the experiential and team-based nature of the coursework, class attendance 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.

SPECIAL REGISTRATION PROCEDURE

Students interested in enrolling in Negotiation Workshop first need to pre-register for combined Section 1, which contains all students in the course. Once you have selected Section 1, you will have the opportunity to prioritize individual sections, each associated with a particular professor. Your preferences will be included as part of the course lottery and the system will register you (or put you on the wait lists) for the Negotiation Workshop as it would for other classes. If the course lottery assigns you to one of the Workshop sections, you will be removed from the wait lists of other Workshop sections. Students can add their name to the wait list of any section of Negotiation Workshop during the Add/Drop period.

Please note: Registered students must attend the first class or obtain advance permission to be absent. Waitlisted students are encouraged to attend the first class; based on past experience, we expect to be able to admit all who attend and who can be flexible about which section they take.