The Mind and Heart of the Negotiator. The Argument Culture. Jr. Cultural Approaches to Understanding the Japanese , Brian Hanrysh and Judith Zaichkowsky. This course is also designed to be relevant to the broad spectrum of negotiation problems faced by business professionals as well as those in non-business settings.
Negotiation is a comprehensible social process.
It is a learnable, teachable skill. Negotiators are made, not born, and skills can be relearned throughout life. An essential component of this course is to be professional in one's interactions with the professor and with classmates. Treat the exercises and games seriously. Class time will be devoted to lectures, case discussions, films and role plays.