This highly interactive symposium explores the ways that people negotiate to create value and resolve disputes. Designed both to improve understanding of the negotiation process and to build negotiation skills, the curriculum integrates negotiation research from several academic fields with experiential learning exercises. Participants engage in a series of hands-on simulations set in operational contexts, building from simple two-party encounters to complex multiparty scenarios. Some of the exercises emphasize psychological aspects of bargaining, value creation and distribution, coalition dynamics, and intra-team negotiation, with a special focus on organized preparation and process analysis. Participants should finish the class as more effective and reflective negotiators.
In the past 2 years we have expanded the ethical issues inherent in negotiations. The instructor spends approximately 25%-30% of the negotiations exercise dealing with ethical issues. The course offers one role play that includes an environmental issue and reduction in force situation which combines social responsibility, environmental impact and ethical dilemmas.




