This class offers an introduction to the skills and basic concepts necessary for negotiation, with a focus on public interest negotiation. The course includes: lectures and readings on negotiation theory and practice; case studies of actual negotiations; and interactive negotiation exercises that will help students build negotiating skills. There are no prerequisites for this class.
- Understand basic negotiation terms and concepts;
- Have the ability to conduct an analysis of a public interest negotiation (public sector, nonprofit sector, or labor);
- Have a set of negotiation tools that they can apply in public interest negotiations or their own personal and professional negotiations, including when negotiating a job offer or making a major purchase;
- Have hands-on experience negotiating deals in a controlled setting, including simulated labor negotiations and legislative negotiations;
- Be able to formulate winning negotiation strategies, especially in the public, nonprofit and labor sectors;
- Have an understanding of their own negotiating style and their negotiating strengths and weaknesses, including ways to compensate for their own tendencies and weaknesses.