The purpose of this course is to look at negotiation as an important alternative to the use of force in managing international transactions. Students will have an insight and knowledge needed to evaluate how negotiation can produce effective conflict settlement, political change and international policy making. Students will be guided through the processes by which each participant begin the negotiation process, make decisions, communicate, develop bargaining strategies and explore compatibilities between different positions, while attempting to maximize their own interests. In examining the basic ingredients of negotiation, the instructor and the textbook will draw together major strands of negotiation theories and illustrates their relevance to particular negotiation contexts. Examples of well-known international conflicts and illustrations of everyday situations lead students to understand how theory is utilized to resolve real-world problems, and how negotiation is applied to diverse world events.
- Teacher: Lazaro Dorta