1. Attendance and Participation in Class Discussions
The course is built around a series of negotiation exercises. When negotiating, you should try your hardest to get the best possible outcome for yourself or your group. You are not graded on the outcomes of your negotiations, but rather on the quality of your preparation prior to the negotiation and your participation in post-negotiation discussions. The reason you are not graded on your outcomes is to encourage you to experiment with different strategies and techniques.
Your participation in class discussion will be evaluated on the quality of your contributions and insights. After each negotiation exercise, a debriefing session will include sharing information about results, sharing information about strategies attempted, and sharing reactions to the process. Quality comments possess one or more of the following properties:
· Offer a different, unique, but relevant, perspective based on analysis and theory.
· Contribute to moving the discussion and analysis forward.
· Build upon the comments of your classmates.
· Link relevant concepts to current events or past class discussions.
2. Written negotiation plan
The last negotiation exercise of the course will take place during our last session on Monday, 12 November 2018. You will receive the necessary materials for this negotiation at the end of the session on Thursday, 8 November 2018. You will then be required to prepare a written negotiation plan in preparation of this last negotiation exercise, which you will be required to submit at the beginning of the session on Monday, 12 November 2018. Accordingly, please schedule some time to write the negotiation plan between Thursday, 8 November 2018 and Monday, 12 November 2018. You will receive further information on the required contents of the negotiation plan during the course.
The course is built around a series of negotiation exercises, which will be conducted in English. We will be negotiating every day. While the class officially meets at scheduled course times, you will be asked to prepare outside class for certain negotiation exercises.
At the end of each session, you may receive some negotiation exercise materials for the respective next session. You will be required to read these instructions outside class and in advance of the next session, so make sure to schedule some time (app. two hours) for the required reading and preparation after class.
You need to be prepared for each negotiation exercise in order to ensure the best learning experience for you and your classmates. Please read the instructions for each negotiation carefully and think about how you will approach the negotiation.
We will debrief every negotiation in class. You are encouraged to participate in these class discussions.
There is no required reading for this course, except for the negotiation exercises.
If you wish to deepen your understanding of negotiation practice and theory after the course, the following literature is recommended:
· Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes. New York: Penguin
· Thompson, Leigh (2014). The Mind and Heart of the negotiator (6th ed). Upper Saddle River, NJ: Prentice Hall