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  2. EDU A501M

Negotiation Workshop
EDU A501M

Course Information

Description

*Lottery-based Enrollment* **Full Attendance at all class sessions required** This is a practitioner-focused course introducing frameworks, tools, and skills to effectively manage negotiations in a variety of both professional and personal settings. Our approach is primarily experiential, and we will engage in hands-on negotiation simulations and/or exercises in every class session. These simulations are designed to enhance skills, demonstrate particular concepts, and provide opportunities to experiment with various negotiation techniques. Simulations and class exercises also require working with, and receiving feedback from, a partner and therefore full attendance at all class sessions is required. We will cover negotiation topics such as preparation, value creation, distribution, dealing with difficult tactics, advanced listening, managing difficult conversations, and the role of emotions, power, and identity in negotiation. Our approach is guided by theories of principled or interest-based negotiation, as outlined in Getting to Yes and other texts, which are used as points of departure for class discussion. A central feature of the course will be self-reflection: students will develop a practice of reviewing their negotiations and developing best practices. In particular, this course will ask you to do personal work and reflection on how you came to be the negotiator you are. This is a team-taught course with sessions featuring a mix of pair work, live and video lectures, as well as small and large group discussion.
Must be taken Satisfactory/No Credit.
 

School Graduate School of Education
Credits 4
Cross Reg

Not Available for Cross Registration

Department Education
Course Component Regular Course
Instruction Mode In Person
Subject Education
Grading Basis HGSE Satisfactory/Unsatisfactory
Learning Goals <p>Students will learn frameworks and skills for interest-based negotiation. &nbsp;Through weekly negotiation simulations, and a process for peer learning and self-reflection, students will improve their skills and confidence in managing negotiations. &nbsp;Students will learn to prepare, give and receive feedback about negotiation, distribute value (divide the pie), create value (expand the pie), and deal with difficult negotiation tactics. &nbsp;Although the focus will primarily be on one-on-one negotiations, students will learn to navigate negotiations with more than two parties. &nbsp;They will also learn skills and frameworks for handling difficult conversations.&nbsp;</p>
Career Focus <p>This course is appropriate for all students in all programs with an interest in learning to negotiate more effectively. &nbsp;Negotiation is an essential managerial and leadership competency, and is important as a teacher, administrator, or consultant, across all education, business, and nonprofit settings. &nbsp;This course will provide students with a framework for understanding how to negotiate and manage difficult conversations.</p>
Competency N/A