Negotiation

Each class students will be given a 15 min lecture on skills they should try to incorporate into their negotiations. Students will then break out into teams of 2 or 4 depending on class enrollment. Students will then negotiate a deal for 30 minutes. Students will come back to class and we will list the deals made on the board. We will then debrief. Students will be required to keep a journal of their deals and how they applied the lessons to each new assignment. Students will learn about how reputation and personal tactics play a role in negotiating deals. This is an interactive class and students should be respectful of each other but come to participate. 

Class 1: Lecture - 3 styles of Negotiations explained. 
Negotiation: 30 min. 
Debrief. 

Class 2: Lecture: Pattern of Movement & Zone of Agreement. 
Negotiation: 30 min. The sale of a property. 
Debrief. 

Class 3: Lecture: Opportunity for Joint Gain. Market Research
Exercise: Packaging. Negotiation: 
Negotiation: Employment Contract. 
Debrief. 

Class 4: Lecture: Deeper interest, Bottom lines. 
Negotiation: Employment Contract. 
Debrief: 

Class 5: Lecture: Inventing Options
Negotiation: Dissatisfied Customer.
Debrief: 

Class 6: Lecture: Analyzing Interests, Preparing to Negotiate. 
Negotiation: Dissolving Business Partnership.
Debrief: 

Class 7: Lecture: Anchoring, Risk v. Reward. Cooperative Strategy
Negotiation: Employment Contact 
Debrief: 

Class 8: Lecture: The Certainty Discount. 
Negotiation: Insurance Settlement
Debrief: