S. Negotiation Workshop

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.

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. The course will be taught in sections of no more than 20 students.

NEW REGISTRATION PROCEDURE FOR NEGOTIATION WORKSHOP:

Students interested in enrolling in a section of Negotiation Workshop first need to pre-register for Negotiation Workshop Section 1. Once you have selected Section 1 you will have opportunity to prioritize different sections, each associated with a particular instructor. Your instructor 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 sections. If the course lottery assigns you to one of the Workshop sections you will be removed from the wait lists of all other Negotiation sections. However, during the Add/Drop period you can add your name to the wait list of any instructor-specific section of Negotiation Workshop.

All registered students who wish to remain in the course must attend the first session unless they receive permission from their instructor to be absent. Wait-listed students are encouraged to attend the first class if they wish to be considered for admission. Those on the wait list who do attend will have priority as spaces open up in any of the sections.