This is a skills course. You will learn the “art” and “science” of negotiation. You will also learn the requisite skills so you can “make the deal happen” and “resolve a dispute.” Each student, with a partner, will participate in one in-class negotiation exercise and two negotiation simulations during the semester. These assignments will be introduced orally at the beginning of the semester, which will provide greater detail; however, to do well, you must exceed each of the following minimum requirements:

1.)  Dress for success;

2.)  Demonstrate “expert” knowledge of each aspect of the case (fact pattern);

3.)  Demonstrate “superior” knowledge of each relevant course topic;

4.)  Demonstrate “developing” skills as a negotiator, improving throughout the semester, from the In-Class Negotiation Exercise to the First Negotiation Simulation, from the First Negotiation Simulation to the Second Negotiation Simulation;

5.)  Demonstrate the ability to relate each aspect of the case (fact pattern) to the relevant course topic, generally and specifically;

6.)  Develop and leverage your own insights (beyond what is contained in the case (fact pattern) itself) with regards to “crafting alternative solutions” without “creating facts”;

7.)  Go beyond what is provided in the textbook (i.e., outside research of case and your own insights are required);

8.)  Effectively utilize visual aids (handouts and presentation slides)

(Note: Any use of technology or recorded video or audio must include closed captioning);

9.)  Make effective use of time and strictly adhere to time limits;

10.)  Timely and properly submit Pre-Negotiation Plan and Post-Negotiation Debrief; and

11.) WOW!!! your professor who has seen negotiation simulations by students many times before (and, therefore, knows what is possible), in addition to his having participated in negotiation sessions (simulations and actual) many times himself.

Note: Your In-Class Negotiation Exercise and two Negotiation Simulations grades will be calculated and posted in D2L at the end of the semester.