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245S sec. 002 - Negotiations (Summer 2024)

Instructor: Esther L Kim  (view instructor's teaching evaluations - degree students only)
Instructor: Jonathan U Lee  (view instructor's teaching evaluations - degree students only | profile)
View all teaching evaluations for this course - degree students only

Units: 1
Grading Designation: Credit Only
Mode of Instruction: In-Person


F 2:00 PM - 6:10 PM
Location: Law 10
On 2024-06-07

Sa 09:00 AM - 6:10 PM
Location: Law 10
On 2024-06-08

Summer Quarter: 2
Class Number: Click to show Class Number

Enrollment info:
Enrolled: 3
Waitlisted: 0
Enroll Limit: 18
As of: 04/15 07:33 AM

This course will introduce you to fundamental negotiation theory, communication skills and a model for conducting negotiations more successfully. We will explore the strengths and weaknesses of different negotiation styles, methodical preparation for a negotiation, the difference between positions and interests, essential influencing strategies, the tension between creating and claiming value (including how to build your strengths in both areas), effective listening and gathering of information, the phases of a negotiation, the benefits and tensions representatives in negotiation, and dealing with difficult tactics or behaviors in a negotiation.

The structure of the course will be a mix of interactive discussion and small exercises to develop theoretical understanding combined with experiential learning in longer roleplay simulations. These simulations are designed to enhance your skills, demonstrate concepts and provide you with opportunities to experiment with various styles and negotiation techniques.

Exam Notes: (TH) Take-home examination
Course Category: Simulation Courses

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