Peter L Nye
B CUSP 270
Examines effective negotiation techniques and prominent theories of persuasion, applying these techniques and insights in simulated negotiation. Students practice bargaining strategies, negotiate business contracts, job offers, interpersonal conflicts, consumer dispute, and ethical dilemmas.
Students will examine effective negotiation techniques and prominent theories of persuasion. They will apply these techniques and theories in simulated negotiations. This is a laboratory for exploring practical, theory-based bargaining strategies. Students will practice negotiating business contracts, job offers, inter-personal conflicts, consumer disputes and ethical dilemmas.
Student learning goals
Students will better understand their personal negotiating styles.
Students will learn to more effectively negotiate interpersonal conflicts, employment opportunities and consumer transactions.
Students will craft creative solutions to challenging bargaining problems.
Students will appreciate cultural differences in approaches to conflict management.
Students will employ precise writing to facilitate understanding and agreement.
Students will understand the ethical implications of negotiated agreements.
General method of instruction
The success of this workshop depends on diligent student preparation for each meeting and thoughtful participation in class activities. Class time will be devoted primarily to bargaining "games", role-plays and case discussions. In addition, most of these exercises will be thoroughly debriefed.
Class assignments and grading
Grades will be based on thoughtful participation in negotiation simulations (40%), written case analysis (40%) and a comprehensive final exam.