Middlebury

ITDG8532B-S18

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.
Course Reference Number (CRN):
21525
Subject Code:
ITDG
Course Number:
8532
Section Identifier:
B

Course

ITDG 8532

All Sections in Spring 2018 - MIIS, MIIS Workshop

Spring 2018 - MIIS, MIIS First Half of Term

ITDG8532A-S18 Workshop (Rogowsky)

Spring 2018 - MIIS, MIIS Workshop

ITDG8532B-S18 Workshop (Rogowsky)