Advanced Negotiation and Mediation (DisRes 603)
MCCORMACK GRADUATE SCHOOL OF POLICY STUDIES

SPRING

Instructor:
To be announced
617-287-7489
www.disres.umb.edu

This is a “changing topics” course. Each semester it examines the resolution of conflict in a different context(s); topics covered in the past have included Arab Israeli Negotiation, Women and Conflict, Public Policy Disputes, Organizational Conflict, and Workplace Conflict.  Specific focus and syllabus is announced prior to registration; see http://www.disres.umb.edu/courses.php for details.

Negotiation (DisRes 621)
McCormack Graduate School of Policy Studies

FALL and SPRING

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.

Conflict Management: Strategies, Tactics, and Behavior (MMG747)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT

FALL

Instructor:
Martha Belden
800-877-4723 X0163

This course explores different conflict management styles and situational considerations available to the individual that impact negotiations. It introduces theories and strategies that characterize the competitive and cooperative bargaining styles and evaluates the consequences of using each. The course also explores planning, communication, perception, cognitive biases and the impact of power imbalance in negotiations. The emphasis is on the integration of negotiation theory, practice and behavior, including ethical considerations. The methodology is lecture, discussion, video and negotiation simulations and role-plays. The text for the course is Negotiation by Roy Lewicki. Other readings will be provided by the instructor. Instructor and student analyze each negotiation in which the student participates. There is the opportunity for students to apply the theory learned to one of their current real-life negotiations through a written paper or in-class discussion.  (Weekend in mid-November and in mid-December: Saturday and Sunday 9:00 a.m.-5:00 p.m.)

Multi-party/Multi-Issue Negotiations (MMG748)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT

SPRING

Instructor:
Martha Belden
800-877-4723 X0163

The major focus of the course is the pre- and post-bargaining table influences of groups (constituents, community, opponents) on individual negotiation and conflict resolution styles. Students develop an understanding of the impact of group process on negotiation and the roles that individual group members play within the negotiation context. Students learn the techniques for managing complex, multi-issue negotiations. The course includes typical third party approaches to conflict resolution. Methodology includes readings and handouts. The text is Negotiation by Roy Lewicki. Instructor and student analyze each negotiation in which the student participates. In a final paper students apply the analytic concepts and interpersonal skills in this and previous courses. Prerequisite: MMG746  (Weekend in mid-April and in early May, Saturday and Sunday 9:00 a.m.-5:00 p.m. ).

The Manager as Negotiator (MMG746)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT

FALL, SPRING, and SUMMER

Instructors:
Martha Belden
Joseph DeFazio
800-877-4723 X0163

Effective managers must be able to successfully deal with limited resources, divergent interests of people and organizational conflict. The goal of this course is to improve skills in negotiation and joint decision-making that can be applied immediately to assist the student in managing these issues. Emphasis is on the integrative bargaining and problem-solving model. The course provides the opportunity for students to learn the theory and tactics for understanding and diagnosing a conflict; planning for negotiations; and, implementing an effective conflict resolution strategy. The methodology includes lecture, discussion, video and negotiation simulations and role-plays and on line discussion. The texts for the course are Getting to Yes and Getting Past No. Other readings will be provided by the instructor. Instructor and student analyze each negotiation in which the student participates. There is the opportunity for students to apply the theory learned to one of their current real-life negotiations through a written paper or in-class discussion. (Fall and Spring: Alternate Tuesdays 6:10-10:30 p.m.; Summer:  two weekends 9:00 a.m.-5:00 p.m. Saturday and Sunday.)

Negotiation, Mediation, and Conflict Resolution

TUFTS UNIVERSITY (UEP 0230)

FALL

Instructor:
Robert Burdick
Department of Urban and Environmental Policy
617-627-3394

Negotiation, Mediation and Conflict Resolution is a course in which students study theories of negotiation and apply theories in simulated disputes and transactions, which are then debriefed in class. The course focuses on 1) negotiation planning, 2) case preparation and evaluation, 3) analysis of the bargaining range and principled concession patterns, 4) gender and race, 5) competitive, cooperative, and problem-solving strategies, and 6) information bargaining. All students are observed multiple times in negotiation session and receive feedback from the instructor. Students are required to keep weekly journals, reviewed by the instructor, addressing their experiences in and thoughts about negotiations. Limited to 24 students. (Thursday 6:00-9:00 p.m.)

Negotiation Theory and Practice

SUFFOLK UNIVERSITY LAW SCHOOL

SPRING
Instructor:
David Gibbs

The purpose of this course is to understand the theory and processes of negotiation so that students can negotiate successfully in legal and other settings. Students will learn by negotiating in role-plays provided in advance, class discussion, short lectures, audio-visual demonstrations and background readings in the theory and structure of negotiation in practice. Students will learn to understand and broaden their negotiation styles, to recognize the manner and techniques of other negotiators and will work on developing practical bargaining skills. In addition, students will be asked to accept and offer feedback on negotiations done in the course. Students will maintain a negotiation journal, be asked to conduct an email negotiation outside of the class and may be asked to attend a 3 1/2 hour class on one day of a weekend for a complex multi-party negotiation. Students will be graded on their improvement, preparation, willingness to participate in class, and their journal. Registration in Negotiation for Lawyers and Alternative Dispute Resolution at the same time is prohibited. (Monday 6:00-7:40 p.m.)

Negotiation for Lawyers

SUFFOLK UNIVERSITY SCHOOL OF LAW

FALL
Instructor:
Dwight Golann
617-573-8183

The course will focus on negotiation issues in lawyering, dealing with adversaries and allies, advising clients, resolving ethical issues, preserving professional relationships, understanding cooperation, competition, and compromise, and evaluating the strength and weakness of legal positions. Students will regularly engage in simulated negotiations. In lieu of one week of classes, students will be required to participate in a three to six-hour complex negotiation on a Saturday in the late fall. Enrollment is limited to 20 students. Grades will be based primarily on the content of journals kept by students and to a lesser degree on their participation in class discussion and exercises. There will be no examination. (Monday 6:00-7:15 p.m.)

Negotiation for Lawyers

SUFFOLK UNIVERSITY SCHOOL OF LAW

SPRING
Instructor:
Richard Perlmutter
617-573-8153

The course will focus on negotiation issues and the lawyering process, including goal-defining and objective-setting; dealing with adversaries and allies; advising clients; ethical issues in negotiation; preserving professional relationships while acting on a client’s behalf; settlement; understanding cooperation, competition, and compromise; realistic evaluation of the strength and weakness of positions; settlement agreements and releases.

Students will have the opportunity to engage in negotiations in simulated settings and will be evaluated on the basis of their success. Guests and media sources will be utilized to explore a variety of settings and context, including special problems presented in negotiation by and with professionals of the opposite sex and the range of negotiation styles and strategies commonly utilized in legal and business activities. Cross-cultural and international communication and negotiation issues will be examined through readings and exercises. Readings primarily support practical and realistic negotiation exercises. Enrollment limited to 16. Students may not be registered in Alternative Dispute Resolution at the same time. (Tuesday and Thursday 6:00-7:15 p.m.)

Negotiations and Change Management (MGMT 320)

SIMMONS COLLEGE

Instructors:

Bettina Betters-Reed

617-521-2398

Patricia Deyton

617-521-3876

This course teaches interrelated concepts in negotiation, conflict, and change that are key to working effectively in teams, organizations, and partnerships, as well as advancing one’s own career. It explores everyday negotiation challenges confronting women in the workplace. Uses case analyses, role-play, videotaped negotiation sessions, and other experiential activities to apply course concepts. Prereq.: MGMT 100.