In order to become an effective negotiator, you must practice negotiating and re

In order to become an effective negotiator, you must practice negotiating and receive feedback. To achieve this, throughout the course you will be required to participate in negotiation exercises (simulations). These exercises will require preparation on your part, as well as schedule coordination with up to 4-5 other students in the course. The purpose of these exercises is to observe your application of knowledge learned in the text and lectures, to help you gain “real” experience negotiating, to practice negotiation skills (as practice is required for confidence and proficiency), and to obtain feedback from your instructor.
In this Unit, you are preparing for your first negotiation exercise. Your professor will assign you a negotiation exercise, a role to play in that negotiation exercise, and will give you the names of your counterparty. You will receive a packet of information from your professor regarding the negotiation, and it will be provided electronically, so you will need to check course Messages regularly in this course. You will spend this Unit preparing to negotiate, and complete the actual negotiation in Unit Four.
Note: Any negotiation materials you receive from the professor are copyrighted and you may not duplicate or redistribute them in any way.
To complete your preparation, you should thoroughly and completely review the packet of negotiation material that has been shared with you. Once you’ve done that, you will complete the Negotiation Planning Document (see attachment), answering all of the questions in the document. This document will be the basis of your preparation for the negotiation that you will conduct in Unit Four.