• Describe and apply the basic strategies in several negotiation situations
• Manage conflict in a way that improves rather than harms relationships during a negotiation
• Develop awareness of negotiation style and gain valuable experience from re-peated negotiation exercises
• Explain how a range of negotiation situations and the strategies appropriate to specific situations at the bargaining table
• Identify the psychological process underling the decisions of negotiators and the biases that typically affect them.
• Explore negotiations that contain elements of both cooperation and competition, and learn how to create values in negotiations that lead to success.
• Learn how to successfully prepare for a negotiation
• Critique and evaluate the strategies and mistakes that affect the outcome of real life negotiations

App. 25 % of the course will consist of online activities in the fall 2020.

The course focuses on understanding logical and behavioral issues in negotiations with the intent of making student effective negotiators. The emphasis is on in-class exercises that gives first-hand experience of how different conditions trigger different behaviors in negotiation situations. A large part of the learning involves negotiating and the complexity of negotiations is building up over the span of the course, from one-to-one single-item negotiations to multi-party negotiations covering many dimensions done in teams.

We cover theory from the basic building blocks of negotiations to the impact of emotions, gender, power, culture and settings. Self-reflection is key to becoming a more effective negotiator and is an important aspect of in-class discussions.

Lecture 1

Introduction and rules of the game

Core concepts and distributive negotiations

Lecture 2

Integrative negotiations

Emotion-expression matching

Lecture 3

Contingency contracts

More on emotions

Lecture 4

Multiparty negotiations

Lecture 5

Negotiate without face-to-face contact

Gender and culture in negotiations

Lecture 6

Team negotiations, two parties

Lecture 7

Team negotiations, multiple parties

International negotiations

Lecture 8

Conflict resolution

Mediated negotiation

Lecture 9

Guest speaker

Course summary

A list of articles will be made available via Canvas