Designed to provide broad overview of negotiation theory and strategy, including identifying the nature of the problem and the bargaining zone, learning how early choices affect later outcomes, impact of culture and gender on negotiations, and impact of private information and its (non)disclosure on negotiation outcomes. Provides chance to engage in multiple
negotiations to develop skills and enhance awareness of strengths and weaknesses. Aims to improve: critical thinking and
analytical skills; facility and comfort in soliciting information from clients; ability to offer constructive criticisms of ideas;
confidence in volunteering experience; and viewpoint and problem solving.

1. Conceptual approaches to negotiations
2. Estimating the bargaining zone, identifying the best alternative to negotiated agreements, estimating reservation
prices and the impact of aspirations on bargaining
3. Behavioral aspects which may influence negotiations
4. Integrative vs. distributive bargaining
5. Effective usage of power in negotiations
6. Impact of social norms on negotiations
7. Identifying your own conflict style and eliminating unwanted behaviors in negotiations 
8. Identify other factors which may influence negotiation style such as culture or gender. Study some successful international 	
negotiations
9. Study the impact of the principal-agent relationship on negotiations (with lawyers as agents and business owners as
principals)
10. Multilateral negotiations and the changes to the basic structural models of negotiations necessitated by multilateral 
negotiations
11. Evaluate the impact of reputation and verifiability on negotiations
12. Study the (lack of) guidance provided by the Model Rules of Professional Responsibility and tort and contract remedies to misrepresentation in negotiation