The exercise is straightforward and effective. Spend one minute per bullet point and jot down answers to the following perspective-taking questions as it relates to your negotiation: What does the ...

Coffee Contract: This distributive exercise provides a good context for teaching fundamental negotiation concepts like bargaining zone, reservation price, BATNA, openings, concessions and threats.

Students will engage in weekly negotiation simulation exercises to help them understand the concepts and develop their negotiating skills. Students will compile a weekly learning log reflecting on ...

Requirements: active, insightful class and negotiation exercise participation; paper or take-home final exam. Revised: This course serves both as a sophisticated follow-on to basic negotiation courses ...

Students will develop their strategy through simulated negotiation exercises, experience from guest speakers, and practice in the field along-side experts. To get a sense for the fundamental shift in ...

30 hours of seminars in the LT. These comprise ten weekly 3-hour sessions in which the negotiation exercises are presented, undertaken and outcomes discussed. As part of the preparation, along with ...