Friday 10 a.m. -12 p.m., Chem 5
This course provides students with an understanding of the central elements of the theory and practice of negotiation and bargaining. Cases of actual negotiations, along with simulations, will link practice to the theoretical and empirical literature. We will examine the nature of conflict in the international arena; the special characteristics of negotiation in the international setting; pre-negotiation and the problems of inducing parties to negotiate; negotiation dynamics; the roles of culture and power; and the strategy and tactics of international negotiation.
The coursealso aims at developing and combining analytical and interpersonal skills indispensable to successful negotiations; enabling students to develop negotiation strategies based on an understanding of the context of the situation, the interests of the parties, and the range of options available to them; developing inter personal skills to facilitate communication, trust building and mutual persuasion; and providing basic tools suitable for developing negotiations skills.