Course description

This virtual and highly interactive semester-length course explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.

Emphasizing both theoretical and practical insights, this course engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.

Throughout the seminar, participants will read and engage with materials from three negotiation books:

  • Getting to Yes (3rd Ed.); (Fisher, Ury and Patton; New York: Penguin, 2011).
  • Getting Past No: Negotiating in Difficult Situations; (Ury; New York: Bantam, 1993).
  • Difficult Conversations: How to Discuss What Matters Most; (Stone, Heen and Patton; New York: Penguin, 2000).

Supplementary readings from other sources will be provided as well.

Upon successful completion of this course, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.

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