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Seminar - Negotiation Workshop

Course number: L8115

The Negotiation Workshop will provide students with an experiential, simulation-based introduction to the theory and practice of negotiation. The course will consider such topics as the nature of conflict; integrative and distributive bargaining; barriers to agreement and ways to overcome them; client relationships; negotiation skills such as listening, communication, and persuasion; negotiation power; the role of culture, gender, and race in negotiation; and using third-party neutrals. The course will be taught in sections of no more than 20. Students will be expected to take part in role plays, to keep a journal in which they analyze their negotiation experiences, and either write a research paper or participate in a final project.