The Art and Science of Negotiation

Introduction to negotiation theory and practice. Applications in government, business, and nonprofit settings are examined. Combines a “hands-on” personal skill-building orientation with a look at pertinent theory. Strategy, communications, ethics, and institutional influences are examined as they shape the ability of actors to analyze problems, negotiate agreements, and resolve disputes in social, organizational, and political circumstances characterized by interdependent interests.

11.011: 12 units, fall, spring semester

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