Faculty: Toby Berkman and Elizabeth (Betsy) Fierman
Enrollment: Register Fall 2020
This course wasn’t just theory; it was serious experience. We actually applied the principles during class. Over the course of the program, I used the course concepts and negotiation preparation strategies to engage in multiple real-life negotiations. The result? A completely different understanding of my counter-parties that led to a major shift in our business direction.
Stever Robbins, past seminar participant
No matter how much experience you’ve had negotiating, this course will teach your more about negotiation than you can imagine, and along the way even more about yourself.
Yen-Hsi Liu, past seminar participant
This virtual and highly interactive semester-length seminar explores the ways that people negotiate to create value and resolve disputes. Designed to improve understanding of negotiation theory and build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. All sessions will be delivered live via Zoom.
Emphasizing both theoretical and practical insights, this seminar engages participants in a series of simulations set in domestic and international contexts, building from simple, two-party encounters to complex, multi-party scenarios. Exercises emphasize a wide variety of timely topics, including the psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis.
Throughout the seminar, participants will read and engage with materials from three negotiation books:
- Getting to Yes (3rd Ed.); Roger Fisher, William Ury, and Bruce Patton
- Getting Past No: Negotiating in Difficult Situations; William Ury
- Difficult Conversations: How to Discuss What Matters Most; Doug Stone, Bruce Patton, and Sheila Heen
Supplementary readings from other sources will be provided as needed.
Upon successful completion of this seminar, participants will be prepared to become more effective and reflective negotiators, equipped with both theoretical knowledge and actionable, research-based strategies.
Eligibility Requirements: PON seminars are open to participants from all disciplines and professional fields. Fluency in English is a must (suggested minimum TOEFL score 570).
Course Materials: Digital materials will be provided to students.
Location: Live sessions via Zoom
Online Requirement: Students taking the course remotely are required to attend every live session via Zoom. Online students are expected to communicate regularly with instructors and classmates within the virtual classroom. In order to connect to class, students must have reliable internet access, a microphone, and speakers.
Tuition: General Tuition: $1997; Graduate Student Tuition: $1497
Enrollment: Register Fall 2020
For more information about our courses, registration, or eligibility for the Graduate Student tuition rate, please feel free to call us 1-800-391-8629 (International calls: 1-301-528-2676), or email us at email@example.com.