Course Description
Concepts and tools of integrative, interest-based negotiation.
Athena Title
NEGOTIATION
Equivalent Courses
Not open to students with credit in LEGL 8050
Non-Traditional Format
Some sections of this class will be taught in a non-traditional, i.e., part distance delivery, format. Where taught in distance delivery for three credit hours, at least one credit hour of lecture, generally on campus, will be included. The remaining hours for this non-traditional format will consist of one or more of on-site lectures, distance lectures, virtual office hours, and other distance exercises and discussions.
Semester Course Offered
Offered every year.
Grading System
A - F (Traditional)
Course Objectives
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.
Topical Outline
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
Syllabus