Negotiation Analysis

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Negotiation Analysis

FALL 2012/Spring 2013
Brian Mandell
Sections A & B
Kessely Hong
Sections C & D
Introduces students to the theory and practice of negotiation. The ability to successfully negotiate rests on a combination of analytical and interpersonal skills. Analysis is important because negotiators cannot develop promising strategies without a deep understanding of the context of the situation, the interests of the other parties, and the range of possible moves and countermoves. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion. This course will develop a set of conceptual frameworks that should help students analyze future negotiation situations and prepare more effectively. Through participation in negotiation simulations, students will have the opportunity to exercise powers of communication and persuasion and to experiment with a variety of negotiation tactics and strategies. (Fall: Section A: Monday/Wednesday 8:40 a.m.;  Section B: Monday/Wednesday 1:10 p.m.)

Section C: Tuesday/Thursday 11:40 – 1:00 p.m.; Spring, Section D: Tuesday/Thursday 11:40 a.m. — 1:00 p.m.)

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