BUS 470 – Negotiation Strategies & Tactics

Course Description

This course proposes to introduce students in multiple disciplines, to the use of negotiation as a means of dispute resolution, and to provide a forum for dialogue in line with the “core values” of ISI such as “integrity, service, action, and leadership to advance and improve our world”.

On an elevated theoretical and doctrinal level, this course will teach students to be aware of their own negotiation processes, both in terms of conceptualizing negotiable problems; behavior when negotiating; and the negotiation choices they make.

Course Objectives and Learning Outcomes

This course proposes to introduce students to the use of negotiation as a means of dispute and conflict resolution, in various fields of study, and to provide a forum for dialogue among many disciplines.

On a practical level, the course teaches the general strategies and tactics in any form of negotiation, such as fairness, legal ethics, persuasion, trust and social & cultural norms. This comprises approximately 45% of the course. The remaining 55% which includes multilateral negotiations takes us to various fields of study such as economics, engineering, law, public policy, the sciences, health care, and sports, entertainment and the arts and the environment.

To Understand:

1. conceptual and analytic models of negotiation drawn from behavioral sciences, decision sciences and legal, health, economics & other studies;
2. the rules, regulations and ethical issues in negotiation, and how to apply them to conflicts;
3. the roles of various Policy Makers;
4. the process of court ordered negotiation, and judicial review of negotiated settlements.

To become familiar with:

1. the process of complex and facilitated Negotiation;
2. policy issues in the use of negotiation for resolving disputes and planning transactions.

To learn:

1. how to communicate effectively with others;
2. how to choose and apply different negotiation models;
3. how to make “ethically effective and appropriate” choices, and understand confidentiality issues;
4. to appreciate and plan around common barriers to negotiated agreements.

Course descriptions may be subject to occasional minor modifications at the discretion of the instructor.

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