Negotiating + Influencing for Planners

Urban Planning

Spring 2013

Lee E. Miller, instructor

This course introduced students to the art of negotiating and influencing. Planners spend much of their time negotiating and seeking to influence others, yet generally devote little time thinking about how to effectively negotiate and exert influence. They tend to focus only on the outcomes achieved, and fail to explore how the processes or tactics on which they relied could have been varied to attain even better results. The goal of this course was to explore both the theoretical and practical aspects of negotiating and influencing. In this seminar, we reviewed the literature dealing with negotiating and influencing, engaged in influencing and negotiating in a variety of settings and studied the negotiating and influencing process.