This intensive, interactive seminar is designed to teach participants the theory and practice of effective negotiation and negotiation advocacy so that they may improve their skill in joint problem solving and joint decision making. Negotiation skills are best learned by doing, so this seminar includes numerous opportunities for participants to enact the skills, principles, and approaches learned. The simulations and activities are designed to familiarize students with the negotiating process, help them prepare for entering and conducting a formal negotiation, teach them to identify and engage in the types of informal negotiations that occur every day, allow them to experiment with various styles and techniques, and introduce a variety of practical and ethical problems that they might encounter. Simulations are derived from a range of practice areas, including interpersonal, commercial, transactional, and international disputes, among others. The effects of culture, gender, power, politics, psychology, neuroscience, and personal conflict styles will be examined. Participants will apply their negotiation skills in the real world and evaluate the results. The course will also explore the use of alternative dispute resolution and conflict management systems to break or avert impasse in negotiation and facilitate the constructive handling of conflict.
Participants will learn to negotiate by actively engaging in simulations and discussions, analyzing negotiation exercises, receiving critique, keeping a reflective journal that addresses the links between theory and practice, conducting a negotiation outside of class and then presenting the lessons learned, and writing a formal negotiation preparation memo about a newsworthy negotiation. This class meets on two Friday afternoons (1:15 p.m. to 5:44 p.m.) and four weekend days (9:00 a.m. to 5:30 p.m.); attendance at all sessions is mandatory. Grades will be based on class participation, development and application of negotiation skills, journal quality (including analysis, application of theory and principles, self-reflection, creativity, style, organization, and grammar), an analytical paper, and a presentation.
If you complete all assignments, reflect on the course activities, and participate in class discussions, by the end of this course you will be able to do the following things:
- Assess a situation and determine whether it is in your or your client's best interests to negotiate.
- Select an overall negotiation approach (competitive or collaborative; position- or interest-based, etc.) for each situation and enact it.
- Plan and enact a strategy specific to each negotiation based on a negotiation-preparation template of your own design.
- Deploy specific negotiation skills and techniques, self-assess your efficacy in using them, and assess the techniques' value as applied.
- Use a negotiation journal to sustain lifelong improvements in your negotiation skills and knowledge base.
- Recognize and appropriately handle common ethical dilemmas that might arise in negotiations.