• Describe and apply basic principles such as aspiration and reservation points, BATNA, bargaining zones
• Manage conflict in a way that improves rather than harms relationships during a negotiation
• Develop awareness of their own negotiation style and gain valuable experience from repeated negotiation exercises
• Understand different negotiation situations and the strategies appropriate to specific situations at the bargaining table
• Identify the psychological processes underling the decisions of negotiators and the biases that typically affect them, for instance (but not limited to) the effects of culture, emotions, gender and interaction style.
• Explore negotiations that contain elements of both cooperation and competition, and learn how to create value in negotiations.
• Learn how to successfully prepare for a negotiation
• Critique and evaluate the strategies and mistakes that affect the outcome of real life negotiations.

The course focuses on understanding both logical and behavioral issues in negotiations with the intent of making students effective negotiators.

The emphasis is on in-class exercises that gives first-hand experience of how different conditions and information trigger various 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 performed by teams.

We cover theory from basic negotiation concepts to the impact of emotions, gender, power, culture and physical settings have on negotiation behvior and outcomes.

We discuss business negotiations such as salary, employment and sales contracts but also trade deals and climate negotiations. 

Self-reflection is key to becoming a more effective negotiator and is an important aspect of in-class discussions why it is essential to participate in the exercises in the classroom.

A list of articles will be made available via Canvas