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.

Scheduling note: Students will be expected to participate in one or two large group exercises on Friday morning later in the term, or alternatively to reschedule a makeup on their own.

SPECIAL REGISTRATION / WAITLIST PROCEDURE:

Registered students must attend the first class in its entirety, or obtain advance permission to be absent, in order to hold their place on the roster. If you are unable to attend the first class meeting due to extenuating circumstances, please contact your professor beforehand to prevent your place from being given to someone else.

Waitlisted students are strongly encouraged to attend the first class, and are required to attend or obtain advance permission to be absent in order to hold their place in line. In past semesters, we have been able to admit all waitlisted students who attended the first class session, so long as they were flexible about which section to take.