PROED 430 - Interest-Based Negotiation

This course provides students with interest-based negotiation theory and skills. The course emphasizes the seven basic elements of effective negotiation developed by the Harvard Program on Negotiation: Relationship, Communication, Interests, Options, Legitimacy, Alternatives, Commitment. The course text is 'Getting to Yes' by Fisher, Ury and Patton. This is the classic book on interest-based negotiation. Upon course completion, participants will increase their understanding of the negotiation process and improve their practical skills and effectiveness as a negotiator, be able to diagnose what is happening in a negotiation and determine how to try to improve the quality of the process, and increase their ability to efficiently motivate another person to negotiate a mutually agreeable resolution or transaction. This is a core class for the Management Certificate Program and an elective for the Administration Certificate Program.