Negotiation Strategy

Negotiation is a basic way of getting what one party wants from another, it is an exchange of information through communication. The information exchanged is formulated as strategies and techniques. These strategies and techniques originate from the negotiation relationship between the parties, and they also serve to continue of discount the relationship. The purpose of this communication exchange is to reach agreement between parties who have certain things ill common while disagreeing on others.

This course explores the ways that people negotiate to create value and resolve disputes. It is designed to introduce negotiation theory and to build negotiation skills. The curriculum integrates negotiation research and experiential learning activities. Some of the exercises explore aspects of bargaining, value creation and distribution, the dynamics of coalitions, multi-party negotiations with a focus on organized preparation, dispute resolution, and process analysis. Students must demonstrate learning through both experiential activities and written assignments.