Negotiation (ConRes 621)
McCormack Graduate School of Policy Studies
FALL 2012
Instructor:
David Matz
617-287-7489
www.disres.umb.edu
Negotiation is the bedrock skill in the field. The course addresses the development of negotiation skills and techniques and fosters student knowledge of the substantial body of negotiation theory now available. This course focuses on building students’ skills as negotiators. Students learn about alternative strategies available to negotiators and how to choose among those alternatives to achieve a desirable settlement. Negotiation simulations and critiques are a major component of this class. (Wednesday 6:00 p.m.-8:30 p.m.)
