Course Description

In this course, you will learn to prepare for negotiations, assess your alternatives, build a climate of collaboration, get beyond stubborn positioning and develop agreements that work for both sides. Negotiation skills are essential in daily interactions with others. Traditional approaches to negotiation promote competitive tactics, often resulting in unsatisfactory outcomes for one or both negotiators. Collaborative or interest-based negotiation aims for agreements that respond to the interests of both parties. Emphasis is on skill development through simulated negotiations assisted by trained coaches.


A videotape will be provided for you to record your role play on the final day of the course

Recommended reading: Fisher, R and Ury, W. (1992). Getting to Yes: Negotiating Agreement Without Giving In (2nd ed.). New York: Penguin Books.


CR 110A or CR 110B


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