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Introduction

A working definition: learning whether proceeding with another is preferable to not.

We will negotiate during most weeks.

Our initial meeting will include:

For each topic listed in the menu:

  1. Educational objectives are listed with relevant materials.
  2. Read and think about an educational objective, then use the related materials to master the educational objective.
  3. We will discuss the objectives during class.

How to ace the course:

How well you do in the course will probably be determined by how well you do the following:

Comments

Introduction class notes

Simulation Preparation:

To prepare for and learn from each simulation use, or create, the preparation and analysis tool of your choice. If you don't have one and don't want to build one, then you could begin with the one below. It borrows from some of the ideas of the late Roger Fisher and others at the Project on Negotiation. As preparation for each simulation organize your thoughts in written form for the following considerations:

Consider each parties' perceptions of and resources regarding:

Design the wording of a proposal which you think may be acceptable to each party.

For each of the proposal's elements, list the beneficial and detrimental consequences as you expect the other party to perceive them if the proposal is agreed to and if it is not.

After the fact analysis: Compare your preparatory predictions with your experience during the negotiation.

Lessons learned: Record any prescriptions you can draw from this experience.

A puzzle:

Try to figure out what I mean by the following sentence, ... or whatever it is:

Be able to give them what they want more than they want what you want from them more than you want what they want from you, and discover and let them know so, or perhaps only let them know the first seventeen words are so - Cory Lewis

Have What They Want

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