Curriculum

Negotiation Seminar

Credits: 2.00
Faculty: Gary Schultze

Students study the theories and skills of negotiation in this seminar. This is considered in a variety of contexts, including contract and labor negotiation, litigation settlements and matrimonial agreements. Students read and discuss writings on negotiation and work with outside participants such as practicing attorneys and psychologists. Students also engage in a series of negotiation exercises culminating in a major, complex negotiation that also includes contract drafting. There is extensive use of videotaping and group analysis of various negotiation techniques.

Student who have taken Intensive Negotiation Workshop may not enroll in this course.

Grading and Method of Evaluation

Letter grade only. Students graded on drafting exercises and in-class simulations.