This course immerses cadets in fundamental-level negotiations and bargaining theory and application. The course progresses from dual-party, single-issue, distributive scenarios to multi-party/multi-issue/integrative scenarios. Cadets learn and practice systematic ways to devise an effective strategy prior to entering a negotiation and then actually apply bargaining tools and tactics during the negotiation to accomplish their individual and organizational goals. Cadets learn concepts and frameworks that help them analyze and understand human behavior so that they have a perspective from all parties involved in a negotiation. Examinations are behavioral and written. Emphasis is placed on applying the behavioral principles learned to real-world issues and their impacts on functioning as future Army officers.
Lessons
20 @ 110 min (1.250 Att/wk)
Labs
0 @ 0 min
Special requirements
Multiple live negotiation stimulations (in-person, virtual, email etc.) throughout semester, culminating with one final two- day simulation exercise.
