MLD-221 A: Negotiation Analysis

Semester: Fall

Credit: 1.0

Syllabus: Click here for syllabus

Faculty: Brian Mandell


Day Time Location
First Day 9/6
Meet Day M/W 10:10 AM - 11:30 AM L140
Nego. Exercise Tues 4:10-6:00, Land


Introduces students to the theory and practice of negotiation. The ability to successfully negotiate rests on a combination of analytical and interpersonal skills. Analysis is important because negotiators cannot develop promising strategies without a deep understanding of the context of the situation, the interests of the other parties, and the range of possible moves and countermoves. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion. This course will develop a set of conceptual frameworks that should help students analyze future negotiation situations and prepare more effectively. Through participation in negotiation simulations, students will have the opportunity to exercise powers of communication and persuasion and to experiment with a variety of negotiation tactics and strategies.

Students must be available Tuesday from 4:10 p.m. – 6:30 p.m. to participate in group exercises. MLD-221 must be used as the prerequisite for the January course MLD-230, Advanced Workshop in Multiparty Negotiation and Conflict Resolution. MLD-221 and HLS-4410021, the Winter Negotiation Workshop, may not both be taken for credit.