New course: I developed a course in Negotiations Analysis for the Anderson School after a sabattical at INSEAD (Fontainebleau, France) in 1993. This important course has been offered to undergraduate UCLA students as well as FEMBA (Fully Employed MBA) and full-time MBA students. The course focuses on applying an analytical framework to negotiations and emphasizes the practical nature of the subject. The class is regularly offered in the Winter and Spring quarters and is a popular elective.
In a nutshell, this course stresses the view that negotiations has more to do with figuring it out than duking it out.