245 sec. 001 - Negotiations (Fall 2021)
Instructor: Jessica Notini (view instructor's profile)
View all teaching evaluations for this course - degree students only
Units: 3
Grading Designation: Graded
Mode of Instruction: In-Person
Meetings:
- Th 10:00 AM - 12:40 PM
Location: Law 115
From August 19, 2021
To November 23, 2021
Sa 09:00 AM - 1:00 PM
Location: Off Campus
On 2021-11-13
Course End: November 23, 2021
Class Number: 31360
Enrollment info:
Enrolled: 17
Waitlisted: 0
Enroll Limit: 20
As of: 11/30 10:03 PM
Mastery of negotiation is a life skill in that we all negotiate every day with colleagues, bosses, domestic partners, friends, clients and many others. This class is a dynamic mix of theory, demonstration, skills exercises and role play practice intended to increase your confidence and effectiveness in any negotiation you undertake. We explore critical negotiation theory such as competitive versus collaborative approaches and identification of motivating interests to improve both your approach to negotiation and the quality of your outcomes. We continue with the essentials of thorough preparation for a negotiation including setting specific targets, identifying sources of influence and defining the point of walk away with reference to a methodical alternatives analysis. While building this negotiation framework, we define and practice critical communication and influencing skills. We also outline a practical framework so that you have a clear map of an effective negotiation process. Participants should leave the class with a solid foundation for more principled, persuasive and successful negotiation in a variety of contexts.
There will be a Saturday class held Nov. 13 (9AM-1PM).
Attendance at the first class is mandatory for all currently enrolled and waitlisted students; any currently enrolled or waitlisted students who are not present on the first day of class (without prior permission of the instructor) will be dropped. The instructor will continue to take attendance throughout the add/drop period and anyone who moves off the waitlist into the class must continue to attend or have prior permission of the instructor in order not to be dropped.
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Exam Notes: (None) Class requires a series of papers, assignments, or presentations throughout the semester
Course Category: Simulation Courses
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Readers:
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Books:
Required Books are in blue
- Bargaining for Advantage: Negotiation Strategies for Reasonable People
G. Richard Shell
Edition: 2d ed., 2006
Publisher: Penguin
ISBN: 9780143036975
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/298835/bargaining-for-advantage-by-g-richard-shell/
Copyright Date: To Be Determined
Price: $24.99
Price Source: user provided - Difficult Conversations
Stone, Patton & Heen
Edition: 2010
Publisher: Penguin
ISBN: 9780143118442
e-Book Available: Yes
e-Book procurement note: https://www.penguinrandomhouse.com/books/331191/difficult-conversations-by-douglas-stone-bruce-patton-and-sheila-heen/
Copyright Date: To Be Determined
Price: 14.39
Price Source: user provided