Course Number: 93-881
Negotiation and Conflict Resolution
Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to provide a framework for understanding the critical features of negotiation environments and to choose strategies appropriate for the particular negotiation situation.
The advance work for this course will include reading assignments and one short write-up. This will be followed by the on campus course over two days. In these sessions we will discuss the readings, present new material, and conduct negotiation exercises.
The principal topic areas for this course are:
> the Negotiation Environment
> Distributive Bargaining
> Integrative Bargaining