Schedule of Classes
245 sec. 1 - Negotiations (Fall 2009)
Instructor: Jessica Notini (view instructor's profile)
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Units: 3
Meeting Time: M 3:20-6:00
Meeting Location: D-21, Hearst Field Annex (HFA)
Course Control Number (Non-1Ls): 49607
Main Section Enrollment:
Enrolled: 20
Waitlisted: 1
Enroll Limit: 20
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 Jessica Notini by telephone (925) 938-5011, or by e mail at notini@pacbell.net
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This is a credit only course
Special Notes: LE(20)
Course Category: Negotiation and Dispute Resolution
Course Subcategories:
General Courses
Negotiation and Dispute Resolution
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Books:
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