Middlebury

ITDG 8532

Art of Negotiation

This course focuses on the art of negotiation and on critical analysis of conflicts and problems-solving strategies that lead to agreements. It begins with the neuro-science of communicating. It moves quickly to negotiation as a value-building and problem-solving exercise; cross-cultural, gender and cross-generational differences; and the hard-nosed tactics of creating and claiming value from ‘the deal.’ The course emphasizes the public policy process, domestically and internationally, political advocacy tools and techniques to assure support for desired outcomes and the skills needed to successful negotiations. Instruction includes lectures-discussions and cases studies, but emphasizes simulation exercises and critical debriefing to hone skills through ‘real world’ experience.
Subject:
Intl Trade& Economic Diplomacy
Department:
Intl Trade& Economic Diplomacy
Division:
Intl Policy & Management
Requirements Fulfilled:

Sections in Fall 2015 - MIIS, MIIS Second Half of Term

Fall 2015 - MIIS, MIIS Workshop

ITDG8532A-F15 Workshop (Rogowsky)