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Descriptions
IEMS 345: Negotiation

Quarter Offered

Fall : M 2-5:00 ; Berger
Winter : T 11:00-2:00 ; Berger
Spring : W 11:00-2:00 ; Berger

Prerequisites

Junior or Senior Standing

Description

In this highly interactive class, students participate in negotiation and dispute resolution simulations that range in complexity from single-party/single-issue to multiparty/ multi-issue cases.  In addition students explore the role of agents and third parties in the managing conflict.  Throughout all of the simulations integrative and distributive strategies are emphasized that can be applied across a variety of contexts. 

LEARNING OBJECTIVES

  • Student will be able to evaluate the costs and benefits of alternative behaviors and strategies during a negotiation.
  • Students will be able to manage their emotions and maintain control of the negotiation discourse.
  • Students will be able to identify and explain concepts central to the negotiation process (e.g. target, reservations price, Best Alternative to a Negotiated Agreement.)
  • Students will be able to craft a strategic plan that enables them to be prepared to engage in a negotiation or dispute.
  • Students will be able to analyze the behaviors of the other party during a negotiation to make strategic decisions about the most effective tactics to use.
  • Students will be able to negotiate pareto optimal deals that meet both parties underlying interests.

 TOPICS

  • Fundamental negotiation concepts – Target,  BATNA, Reservation Price, Bargaining Zone, Pareto Efficient Frontier, Distributive Negotiation, Integrative Negotiation
  • Conflict management styles
  • Strategies for distributive negotiations
  • Strategies for integrative negotiations
  • Negotiating using different communication mediums
  • Multi-party negotiations and coalition building
  • Dispute Resolution

MATERIALS

Course Readings: Many of the readings can be accessed directly through Course Reserves through the Course Canvas site.  However, HBR does not allow articles to be posted on Course Reserves and you will need to access those articles through EBSCO.

Course Text:  “Getting to Yes: Negotiating Agreement without Giving in” by Fisher and Ury.  The principles in the book serve as a foundation for the course material that you will be learning. You can purchase the book through online retailers like Amazon or Barnes and Noble or at the bookstore.

Role Materials:  This course contains interactive role-play exercises. Please make sure to register on iDecisionGames prior to the first class session so that you can participate in the class activities.  A link to the registration will be posted on Canvas.