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B620 Negotiations

Description Class purpose/goal: LEARN TO NEGOTIATE BETTER AND ENJOY IT MORE Every student in this class is a professional negotiator, who has been negotiating from the day he or she was born. This class is designed to offer students an opportunity to increase their self-awareness and awareness of others to learn and practice concrete negotiation skills. Students will be negotiating in class nearly every week. Students should gain a theoretical understanding of negotiation and learn to transfer skills from the classroom to address conflict and engage in negotiation in a professional, ethical and effective way. We will be using materials that I have developed and excerpts from a variety of sources including books, demonstrations, film clips and other media to consider and analyze negotiations, the goals of the participants and the full array of the human condition that affects everyone in their negotiations. Negotiation is an all-encompassing experience, so we will consider style, strategy, neuroscience, emotion, trade-offs and consequences#among other things. Each class member will receive a small informal notebook to record his or her own personal negotiations or conflicts. We will discuss specific negotiations in which members of the class may have engaged in during the course of their daily lives, and we will also examine current events and the effective or ineffective negotiation skills of public figures. Grades will be determined as follows: 1. 60% combination of attendance and class participation 2. 15% final paper applying one of the readings to life experience 3. 25% final negotiation (15% result and 10% skills) Note: 3Ls have priority for this course.

Note This course satisfies the professional skills requirement.

Faculty S. Ardery, J. Hoeksema

SemesterTitleFaculty
Fall 2016-2017NegotiationsArdery, S.
Fall 2016-2017NegotiationsHoeksema, J.
Spring 2015 - 2016NegotiationsArdery, S.
Spring 2015 - 2016NegotiationsHoeksema, J.
Fall 2015 - 2016NegotiationsArdery, S.
Spring 2014 - 2015NegotiationsArdery, S.
Fall 2014 - 2015NegotiationsArdery, S.
Spring 2013 - 2014NegotiationsArdery, S.
Fall 2013 - 2014NegotiationsArdery, S.
Spring 2012 - 2013NegotiationsArdery, S.
Spring 2012 - 2013NegotiationsBlomgren Bingham, L.
Fall 2012 - 2013NegotiationsArdery, S.
Spring 2011 - 2012NegotiationsArdery, S.
Fall 2011 - 2012NegotiationsArdery, S.
Summer I 2010 - 2011NegotiationsFromm, L.
Spring 2010 - 2011NegotiationsArdery, S.
Fall 2010 - 2011NegotiationsArdery, S.
Summer II 2009-2010NegotiationsFromm, L.
Summer I 2009-2010NegotiationsFromm, L.
Spring 2009 - 2010Negotiations (syllabus)Ardery, S.
Fall 2009 - 2010NegotiationsArdery, S.
Fall 2009 - 2010NegotiationsFromm, L.
Summer I 2008 - 2009NegotiationsFromm, L.