Schedule of Classes
245 sec. 2 - Negotiations (Fall 2009)
Instructor: Maria Joseph
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Units: 3
Meeting Time: Th 3:20-6:00 & Th 3:20-6:00
Meeting Location: 116;12
Course Control Number (Non-1Ls): 49610
Main Section Enrollment:
Enrolled: 22
Waitlisted: 0
Enroll Limit: 24
As of: 11/26 06:43 AM
Primarily through interactive discussion, skill-building exercises and
role play ("learning by doing"), the course covers alternative
approaches to negotiation and the requisite skills associated with each.
The course explores adversarial versus collaborative negotiation, the
tensions between distributive and integrative bargaining, and best
practices for effective negotiation in a variety of contexts, with
different personalities. Students negotiate mock problems against each
other based on a prepared set of facts. Negotiations are reviewed by
group discussion and one videotape review. Among the topics addressed
are: preparation and client counseling; tactics and countermeasures,
including first offer and demand patterns as well as concession
strategies; communication skills, including, questioning, and active
listening; psychological barriers to conflict resolution; competitive v.
cooperative styles and techniques; and ethical issues.
Enrollment is limited to 20 students. Students who have taken
Interviewing, Counseling and Negotiating (244.5) will not be admitted.
Due to the use of simulation exercises throughout the semester and the
need to determine members of the class as soon as possible, the usual
provisions of "Drop/Add" do not apply. All interested students, whether
enrolled or on the wait list, should attend the first session at which
time enrollment will be confirmed. If you have questions, contact Maria
Joseph by e mail at maria.l.joseph@comcast.net
New - Submit Teaching Evaluations (enrolled students only)
Exam Notes: P+
This is a credit only course
Special Notes: LE(20)
Course Category: Negotiation and Dispute Resolution
Course Subcategories:
Negotiation and Dispute Resolution
If you are the instructor, you may add a file like a syllabus or a first assignment to this page.
Books:
Required Books are in blue
- G. Richard Shell - Bargaining for Advantage
- Nelken, Melissa - Negotiation: Theory and Practice - Ed. Second Edition 2007 - Publisher: LexisNexis
- Roger Fisher and William Ury - Getting to Yes - Ed. Second Edition 1991 - Publisher: Penguin Books
