Negotiation and Dispute Resolution
FALL 2013
Instructors:
Gillien Todd
617-495-1684
Debbie Goldstein
617-495-1684
This highly interactive 12-week seminar explores the ways that people negotiate to create value and resolve disputes. Designed both to improve understanding of negotiation theory and to build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises.
Students engage in a series of hands-on simulations set in domestic and international contexts, building from simple two-party encounters to complex multiparty scenarios. Some of the exercises emphasize psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis. Participants should finish the class as more effective and reflective negotiators. (Tuesday, 6:00 p.m. – 8:45 p.m.)
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