Cynthia J Simmons
Role of communication in resolving informal conflicts and in facilitating interpersonal and intergroup cooperation. Review of empirical literature. In-class simulations and exercises.
Negotiation is a common way for individuals to establish relationships, agree on the terms of a transaction, or resolve conflict without the intervention of an outside authority. In this class, students will learn different approaches to negotiation and develop bargaining skills through in-class simulations and role plays.
By the end of the quarter, students should be able to capably advocate for themselves at work, at school and in personal relationships.
This is a light reading/heavy participation class. The books are Getting to Yes by Roger Fischer and Negotiation Genius by Deepak Malhotra and Max Bazerman. Other reading will be assigned.
Student learning goals
Freely and effectively expressing one’s interests and eliciting the interests of others.
Appreciating diversity in communication styles and negotiation methods that come from our different life experiences and cultural backgrounds.
Developing negotiation ethics that include honesty, decency, and civility.
Developing the ability to think critically and analytically in preparing for and conducting negotiations. (Thinking on your feet!)
Appropriately evaluating situations, presentations and offers.
Being able to analyze one’s own negotiating and that of others.
General method of instruction
Simulations of conflict situations.
Come with an open mind. Creativity and flexibility are very important in negotiation.
Class assignments and grading
Students play people who have a conflict to resolve in in-class simulations.
Grading is based on participation, quiz scores, a paper and presentation and completion of written assignments.