Negotiation Lab

Practice negotiation
before it counts

Negotiate against counterparts who hold confidential instructions and remember what you said. Receive formative feedback grounded in evidence and faculty judgment.

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"Let us never negotiate out of fear. But let us never fear to negotiate."

— John F. Kennedy, 1961

A formative approach

Beyond theory.
Into lived practice.

Encounter

Sit across from a counterpart who holds confidential instructions, has real alternatives, and remembers every number you say. Each case is built the way a classroom role-play is built, with one side played by the counterpart.

Respond

Open with a number you can defend. Ask what the other side needs. Trade across issues, use your alternative honestly, and commit to terms you can write down.

Reflect

See what you anchored on, what you learned about their alternative and when, and what you gave away for nothing. Faculty review the transcript and confirm the grade.

What you'll develop

Competencies for
agreements that hold

Drawn from the lessons a negotiation course teaches. Assessed through each exchange.

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Anchoring

A first number argued from evidence

Alternatives

Know your walk-away and test theirs

Interests

The needs behind the positions

Information Exchange

Direct questions, honest answers, no bluffing

Commitment

Terms you can write down before the deadline

Ethical Practice

Integrity and appropriate boundaries