A conflict may occur whenever two or more parties have a disagreement.  A conflict 
becomes a dispute when one party makes a claim for action against another party, 
and the latter party refuses to satisfy the claim.  Negotiation is a system of 
interaction among parties wherein a resolution of the underlying conflict or dispute
is attempted. 

A negotiation may involve one or more parties trying to improve a position regardless
of the cost such improvement imposes on the others.  This approach is described as 
distributive or position-based negotiation.  Sometimes this type of negotiation is 
called win-lose since it is assumed that the parties believe that to win they must 
take something from another, thereby causing that party to lose.

As an alternative, a negotiation may involve a mutual effort to improve everyone's 
status.  This approach is known as integrative or principled negotiation.  It also is
referred to as win-win negotiation since the parties are searching for ways that will
enhance the outcome for everyone.  The book Getting to Yes has popularized this 
principled approach to negotiation.  We will study the concepts underlying it.  
Nevertheless, as you probably have and will likely continue to experience, there is 
not necessarily one right way to handle every negotiation situation.

The purpose of this course is to provide you with an opportunity to focus on what 
creates conflict and how negotiation skills can assist in resolving conflicts.  This
course is intensively oriented to you and how you deal with others.  This self-focus 
element will be at the center of your experiences in this course.  Thoughtful 
reflection on the exercises, class discussions, and your personal involvement 
will play a major role in creating a positive learning environment.  Enhancement of 
your awareness focusing on your reactions and those of your classmates will be at the
heart of what this course is designed to achieve.

Oil Pricing Exercise
Relationships
Getting to Yes 
Communications
Negotiate Sally Swansong & Debrief 
The Elements of Negotiation
Integrative Negotiations: Focusing on Interests
Inventing Options:  Brainstorming vs. Evaluating
Negotiate Sally Swansong II & Debrief
Negotiate Jerry  & Debrief
Tools and Roles of a Negotiator
Negotiate Powerscreen Problem
Preparation for Negotiation: Power-based Issues
Negotiate 67 Fish Pond Lane & Debrief
Legitimacy:  Objective Criteria
Reaching Agreement: Commitments
Dirty Tricks/Tactics: Games People Play
Conducting a Meeting
Prepare Chestnut Village
Negotiate & Debrief Chestnut Village