Section Description Provided by Instructor
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; negotiation skills such 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.
Class attendance, especially at the first class, is required.
F 10:10 a.m.–1 p.m.
Method of Evaluation
J.D. Writing Credit