Kessely Hong Photo

Kessely Hong

Appointment
Lecturer in Public Policy
Office Address
79 John F. Kennedy St. Littauer Bldg 315
617-384-8111
MLD-223

Whenever you are not operating in isolation, it is not sufficient to design a technically perfect solution to a policy problem; negotiation skills are critical in gaining support from diverse stakeholders so that change can be implemented. This course introduces students to the theory and practice of negotiation by emphasizing both analytical and interpersonal skills. Analysis is important because negotiators cannot develop promising strategies without a deep understanding of the context of the situation, and the incentives, interests and alternatives of the other parties. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion. Through case discussions, exercises and films, we will develop a set of conceptual frameworks to help students diagnose barriers to agreement and develop creative strategies to address them. Through participation in negotiation simulations, students will have the opportunity to learn how to prepare effectively, to practice communication and persuasion, and to experiment with a variety of negotiation tactics and strategies to both create and claim value. Throughout the course, students will be challenged to navigate differences in expectations, attitudes toward risk, culture, power, status, and partisan perceptions. We will work to understand diverse perspectives, to reassess and adapt strategies, to give other parties incentives to cooperate, to negotiate effectively as a team, to set up helpful communication processes, and to build trust across boundaries. The goal of the course is to help students be better equipped to anticipate challenges in advance, to expand their conception of "what is possible" in order to develop creative and wise strategies, to build sustainable coalitions to support their goals, and to gain confidence in advocating for themselves and others

Students must be available every Wednesday from 4:15 p.m. - 7:00 p.m. to participate in required group exercises (end time varies by week—please see syllabus for end times by class date). There is no pre-requisite for MLD-223. This course serves as a pre-requisite for MLD-280 (Advanced Workshop in Multiparty Negotiation and Conflict Resolution). MLD-223 cannot be taken for credit with MLD-224 (Behavioral Science of Negotiations).