L8116 S. Advanced Negotiation Workshop

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Course Limitations

Instructor Pre-requisites
L8115 S. Negotiation Workshop or equivalent at another school or institution.

Instructor Co-requisites
None

Recommended Courses
None

Other Limitations
All registered students must attend the first session unless they receive permission from the instructor to be absent. Wait-listed students are strongly encouraged to attend the first class if they wish to be considered for admission.

Learning Outcome Goals

Primary Goals

  • Developing communication skills such as active listening, demonstrating empathy, asserting without offending, prioritizing interests, gathering and clarifying useful information.
  • Identifying one's individual strengths and weaknesses in negotiation, and developing a plan to overcome obstacles to personal growth.
  • Learning to manage stress (and other strong emotions) and to maintain composure in pressured settings.
  • Understanding the psychology of persuasion and learning effective persuasion techniques.
  • Learning to maintain an appropriate balance between preparation and improvisation.
  • Exploring the challenges and opportunities presented in negotiations through digital media such as email.
  • Learning to think about negotiation in new and helpful ways.

General Information

Type: Simulation
Level: Upperclass
Additional Attributes: Experiential Credit

Other Sections

Section 001, Fall 2019
T 6:20-9:10 pm
David Ross