What happened to real Negotiations classes? I took Negotiations this semester, hoping to learn some hardcore, bang-your-shoe-on-the-desk negotiations tactics that I could use to bully my family, friends and local merchants.
The class I enrolled in, however, emphasized encouraging parties to create an alternative discourse or framing of the situation that will allow a win-win resolution for everybody. It was taught by Professor Richard Cohen, who, on his website, advocates reaching “enlightened settlement with your partner.” Not as much fun.
Apparently, there are many approaches to negotiation and the collaborative or transformative approach is all the rage. I actually enjoyed the class, and in some circumstances, I think the approaches we were taught may be helpful. But, I was really looking forward to learning the intricacies of good cop/bad cop.
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