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This course offers a unique and powerful approach to negotiation. Through an effective combination of theory and strategies employed by experienced negotiators, participants discover new ways to manage key issues, defuse crises, and mediate disputes. Students learn how to develop a road map to prepare, conduct, and review a negotiation. Topics include: established theories and practices of negotiation, substantive and procedural issues, overview of dispute resolution processes; techniques for understanding, conducting, and evaluating a negotiation; adversarial vs. interest based tactics and strategies; the five "core concerns" when addressing emotions; role-playing and assimilating newly acquired techniques; establishing presence and mindfulness in negotiations.
