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This website features work from the completion of Phase 1 of the SCALES Project.

We are currently seeking partnerships for Phase 2.

The Art and Science of Negotiation

  • Final Project

    The final project for class is a group project. It should, in the most general sense, explore in-depth an issue or problem in negotiation that interests you. As a starting point, you should be able to say what your point of departure is.

    Read more: Final Project

  • Negotiation Exercise

    Throughout the course you will participate in role-playing negotiation exercises. You will be assigned a role, partnered with one or more other students, given a case with instructions and confidential information, and asked to prepare and negotiate.

    Read more: Negotiation Exercise

  • Problem Set 3

    For this problem set you will analyze a sequence of communication and its significance for negotiation.

    Read more: Problem Set 3

  • Problem Set 2

    This problem set asks you to analyze your experience in a negotiation. To do well you will have to reflect carefully and analytically on your experience, assess the significance of different factors, and reason about the implications of this experience for future negotiations.

    Read more: Problem Set 2

  • Problem Set 1

    In this problem set you will prepare for and analyze your performance in a negotiation case called Patriot National Insurance versus Byrnes, Byrnes, and Townsend. Part 1 of the assignment takes you through the preparation phase. You will receive the remainder of the assignment once you’ve completed the negotiation.

    Read more: Problem Set 1

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Feedback and any actions taken with regards to the feedback, will be shared as they are addressed.