S. Negotiation Workshop

ROOM JGH102B

May 3- August 9 * Class ends on 7/30 and students will have time to complete the
experiential portions of the final project during the 12th week of the term (and the final
paper during study days and exam period). - - - - - - - - - - - - - - - - - - - - - - -- - - - - - - - -
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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
roles 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 4000-6000-word written analysis of that negotiation. The
course will be taught in sections of no more than 20 students.