NEGOTIATION: THEORY AND PRACTICE (2) (ADV 550)

Professor F. Peter Phillips

The objectives of this course are: (i) to give students practical experience in negotiation; (ii) to alert students to practical principles of negotiation that may yield better outcomes for their clients; (iii) to improve students’ interactive skills and their powers of perception during the negotiation process; and (iv) to prepare students to conduct their practices in a manner that is profitable, ethical and gratifying. Students will be expected to prepare for each class by reading and critically analyzing certain written materials that will then be discussed by the group. They will take part in about a dozen negotiation exercises, either during class or between classes, and offer observations on the style of negotiations and the outcome of the process. Students will also maintain a weekly journal and prepare a paper consisting of a critical response to a particular work of a leading negotiation expert