This one-credit course will develop, or further develop, students'
negotiating skills through role-playing simulations, discussion, reading
assignments, and a short writing assignment. We will use negotiating case
studies from the Harvard Negotiation Project to examine how to: (1) prepare
for a negotiation, (2) develop negotiating tactics to acquire information
and gain advantage, (3) set realistic goals and develop a negotiating
strategy to achieve those goals, and (4) manage the inter-personal and
emotional intelligence aspects of a negotiation.
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