SNHS 581 Negotiation
Due to the ubiquitous nature of negotiation, it is an absolute necessity that people in virtually any profession must have at least a basic understanding of the negotiation process. As such, this course has two objectives. The first objective is to have students comprehend the basic theories about negotiation. The theories focus on the two dominant models of negotiation, the strategies negotiators employ, why negotiators make certain decisions, why negotiations proceed forward and end in settlement, and why negotiations become deadlocked and end in stalemate. The second objective is to have students learn and practice the critical skills associated with effective negotiation. In order to achieve this objective, experiential learning exercises and simulations will be employed. The overriding challenge for the students will be to absorb these theories and skills and translate them into a form that is applicable to their personal and professional lives.