Negotiation
NEW ENGLAND SCHOOL OF L1W
FALL 2013
Instructors:
Dawn Effron
617-451-8010
Peter Perroni
The course explores the theory and the art of resolving conflict through negotiation. Various styles are presented for comparison and analysis. Students are urged to evaluate their own intuitive style and to experience others’. Practical experience is achieved through one-on-one and group negotiations exercises. The theory of conflict, strategic choice, ethical issues, and the negotiator’s dilemma are presented in a variety of substantive contexts. Students are required to prepare a brief weekly journal on an assigned topic. Term paper also required. (Section Times: TBA)
