Responsible Negotiations (HS 244a)
Heller School at Brandeis
Fall 2014
Instructor:
This course aims at deepening the analytical and operational capacity of participants to promote responsible negotiating in complex contexts of deal-making and conflict resolution. Responsibility in negotiation is actionable through three pillars: people caring at the table, behind and beyond the table, problem-solving through a search for broad motivations, a range of solutions and justifications and process facilitation through empowerment and balanced communication. Role plays, case studies and discussions are used to learn how to do first things first, i.e. how to make the right moves at the right time to reach the right decisions and to achieve ad hoc implementation.
