MLD-223M A: Negotiating Across Differences

Semester: Fall Mod2

Credit: 0.5

Syllabus: Click here for syllabus

Faculty: Kessely Hong


Day Time Location
First Day 10/21
Meet Day T/Th 11:40 AM - 1:00 PM L280
Review W 4:10 PM - 6:30 PM STARR


This module is intended as an advanced course to follow either MLD-220M or MLD-222M. We will explore challenges inherent in negotiations involving differences in power, status, gender, expectations, attitudes toward risk, partisan perceptions, and culture. We will also give special attention to negotiations involving multiple levels of negotiation: both internal (negotiating within one’s own group) and external (negotiating with another party). Through discussion of case studies as well as weekly participation in negotiation simulations, students will be challenged to understand diverse perspectives, to set up effective negotiation communication processes, to build trust across boundaries, to create alliances and influence others even when starting from a disadvantaged position, and to adapt their strategy to be effective with their given counterpart(s).


Students must be available Wednesday from 4:10 p.m. - 6:30 p.m. (or later as noted on syllabus) to participate in group exercises. The pre-requisite for MLD-223M is prior completion of either MLD-222M (Negotiation Analysis) or MLD-220M (Fundamentals of Negotiation Analysis). MLD-223M may not be taken for credit with MLD-221 (Negotiation Analysis) or HLS-2195-1-WS or HLS-2195-1-S (the HLS Negotiation Workshops). NOTE: The two module sequence of MLD-222M and MLD-223M has a great deal of conceptual overlap with MLD-224 (Behavioral Science of Negotiations).






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