| MANAGING
PUBLIC ADVOCACY PROCESS Negotiation Skills |
|
CD22 Outline Course Structure Index |
Goals |
| The
goal of this course is to provide students with a grounding in the
fundamentals of interest-based negotiation principles and techniques. A
collateral goal is to provide students with exposure to negotiation,
mediation, and WTO dispute resolution scenarios that will provide a
basis of understanding of government and private sector interests,
roles, and practical techniques in trade negotiations. This module is
designed to prepare students for negotiation simulations offered in the
Fourth Semester (Spring).
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| Topics Covered |
| The
course will cover the basic theory and technique of interest-based
negotiations as developed in international diplomatic and trade
negotiations by various practitioners in both the government and private
sectors. The lectures, materials, and class room discussions will focus
on problem identification, research and preparation, team building,
brainstorming the creation of options, development of negotiation
strategy, actual negotiation technique and preparation for simulations.
A review of dispute resolution mechanisms will also be explored
including mediation, arbitration, litigation, and WTO Dispute Resolution
rules and regulations.
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| Key Books and Articles |
|
Roger Fisher and William Ury, Getting to Yes, 2nd Edition, Penguin, 1981. William
Ury, Getting Past No, Negotiating
Your Way From Confrontation Chester
L. Harass, Give and Take, The
Complete Guide to Negotiating Raymond Cohen, Negotiating Across Cultures, U.S. Institute of Peace Press, 1991. Elsa Walsh, The Negotiator, The New Yorker, March 18, 1996. Stephen
E. Weiss with William Stripp, Negoitating
with Foreign Business Persons: An Introduction for Americans with
Propositions on Six Cultures, NYU Working Paper # 85‑6, with 1995 Preface., Toronto, 1995. Stephen E. Weiss, Negotiating with "Romans" ‑ Part 1 and Part 2, Sloan Management Review, Massachusetts Institute of Technology, Winter and Spring editions, 1994.
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| Case Materials |
|
Jonathan Aronson, Negotiating to Launch Negotiations: Getting Trade in Services Onto the
GATT Agenda, A Case produced by the Center for International Studies
of the School of International Relations at the University of Southern
California (1988). Ronald K. Shelp, Dealing with Host Country Governments As Co‑Venturers Or
Otherwise: How to Maximize the Good and Minimize the Bad or, "How To Negotiate
With Latin American Governments, " Current Legal Aspects of
Doing Business in Latin America, Editor: Stanley T. Stairs.
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| Criteria for Evaluating Teaching and Student Performance |
|
Students
should obtain basic negotiation skills and techniques based upon an
understanding of interest-based negotiation theory and practice.
Students should be able to develop a comprehensive negotiation strategy
including the use of research, investigation, preparation, team
building, and creation of a negotiating atmosphere conducive to
advancing interests toward the achievement of durable and enforceable
agreements. Students will be graded on written materials, classroom participation, and performance in negotiation simulation exercises.
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|
SYLLABUS |
| Course Structure Index |