This module is an advanced negotiation course, designed to follow either MLD-220M or MLD-222M. We will explore challenges inherent in negotiations involving multiple levels: both internal negotiations (negotiating within one's own group) and external negotiations (negotiating with another party). Through discussion of case studies as well as weekly participation in negotiation simulations, 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.
Students must be available every Wednesday from 4:15 p.m. - 7:00 p.m. (or later as noted on syllabus) to participate in required group exercises. The pre-requisite for MLD-223M is prior completion of either MLD-222M (Negotiation Analysis) or MLD-220M (Fundamentals of Negotiation Analysis). Students who have not satisfied the pre-requisite may petition the instructor for admission.