Negotiations (A. Kost*nt)

Primarily through simulation exercises and role playing, the course covers alternative approaches to negotiation and the requisite skills associated with each. The course focuses on the competitive approach, sometimes referred to as adversarial bargaining, and the problem solving approach, sometimes referred to as interest-based bargaining. Students negotiate mock problems against each other based on a prepared set of facts. Negotiations are reviewed by group discussion and use of videotape review. Among the topics addressed are: preparation, including case evaluation and client counseling; tactics and countermeasures, including first offer and demand patterns as well as concession strategies; communication skills, including nonverbal interpretation, questioning and blocking techniques, and active listening; psychological barriers to conflict resolution; competitive v. cooperative styles and techniques; and ethical issues.