This course focuses on two-party negotiations in a wide variety of settings ranging from simple buyer-seller bargains to complex, multi-issue strategic relationships. Most class sessions revolve around the results of negotiations between class members that are conducted prior to class, as preparation for the session. The results of these negotiations are displayed each day and provide an opportunity for explicit feedback on each studentís negotiating performance. Class discussion reviews the wide variety of experiences in the specific negotiation and develops and tests hypotheses regarding effective behaviors, tactics, and strategies. The resulting ideas are reinforced and further developed through a series of weekly readings. Finally, the course offers several frameworks for codifying each studentís negotiation toolkit and for describing each studentís negotiation behavior.


Academic course objectives:


         Encourage students to know themselves and recognize their effectiveness in a variety of negotiating settings

         Expose students to a wide variety of behaviors from other parties and help them understand how they react to those behaviors

         Build conceptual frameworks for understanding a variety of negotiating situations and teach students how to identify the factors particular to the situations that significantly influence negotiating processes and outcomes


Elements of the course grade:


Class contribution†††††††††††††††††††††††††††††† 50%

Individual paper/project††††††††† ††††††††††† 17%

Results of negotiating exercises††††††††† 33%