NEGOTIATION WORKSHOP

Ms. BETSY MILLER and Mr. ANDREW TULUMELLO
Spring 2003; Mondays 6:00 p.m. - 9:00 p.m.
(3 Credits)

COURSE DESCRIPTION

The Negotiation Workshop is an intensive, skills-based class that emphasizes the ability to think and write analytically about the process of negotiating. The Workshop utilizes role plays, problem sets, instructional readings, and in-class discussions to provide a comprehensive approach to negotiating in all contexts. We will focus on two conceptual frameworks, namely "Principled Negotiation," as developed by Roger Fisher and the faculty of the Harvard Negotiation Project, and the Three Tensions of Negotiation, as Developed by Robert Mnookin and the faculty of the Harvard Negotiation Research Project. The interactive nature of this class provides participants with an opportunity to work closely with each other and with their professors. Several Guest Lecturers, who are conflict resolution professionals and academics, have been invited to share their expertise and experiences.

On occasion, participants will be expected to prepare for role plays outside class. Participants will also be required to write three 5-7 page papers and one 12-15 page final paper. There will be no final examination.

Because role-play pairings are pre-assigned and depend on the presence of all participants, attendance at every class is mandatory. Failure to attend class without permission of the professors will be reflected in the final grade. Now that those rules are out of the way, please know that our intention is to make this class both interesting and fun for you - so welcome!

REQUIRED READINGS

Excerpted Texts and Articles (to be distributed in class)

Roger Fisher, et al., Getting to Yes : Negotiating Agreement Without Giving In (2nd ed. 1991).

Roger Fisher, et al., Beyond Machiavelli : Tools for Coping with Conflict (1996).

Robert H. Mnookin, et al., Beyond Winning : Negotiating to Create Value in Deals and Disputes (2000).

Douglas Stone, et al., Difficult Conversations : How to Discuss What Matters Most (2000).

COURSE REQUIREMENTS

SYLLABUS

PART ONE: THE BASICS

Skilled negotiation is a series of strategic choices. However, no single decision can guarantee success on its own. At times, it is appropriate to compete, and at times to collaborate. In this section, the negotiator's fundamental choices, and the consequences thereof, will be explored.

PART TWO    UNDERSTANDING LEGAL NEGOTIATIONS

PART THREE    CHALLENGING DYNAMICS AND COMPLICATING FACTORS

FINAL PAPER

Due _____ for graduating students

Due _____ for non-graduating students