• Describe and apply basic principles such as aspiration and reservation points, BATNA, bargaining zones
• Develop awareness of their own negotiation style and gain valuable experience from repeated negotiation exercises
• 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.
• Understand different negotiation situations and the strategies appropriate to specific situations at the bargaining table
• Critique and evaluate the strategies and mistakes that affect the outcome of real life negotiations.
• Apply behavioral theories to negotiation situations, such as the role of emotions, gender, cultural background and how that impacts concessions, information sharing and willingness to negotiate.

The course focuses on understanding strategic 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 increasing over the course, from one-to-one single-item negotiations to multi-party and muti-item team negotiations.

We cover theory from basic negotiation concepts such as reservation and aspiration points, distributed versus integrative negotiatioons to the impact of emotions, gender, power, culture and physical settings on negotiation behvaior and outcomes.

We discuss and perform business negotiations such as salary, employment and sales contracts but also disucss less personal issues such as 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.

• Classic and basic theory
• Methodology
• Models

• Development of research questions
• Analysis
• Discussion, critical reflection, modelling
• Peer review including Peer-to-peer
• Students conduct independent research-like activities under supervision

Required readings (subject to change)

• Aslani, S., Ramirez-Marin, J., Brett, J., Yao, J., Semnani- Azad, Z., Zhang, Z. -X., Tinsley, C., Weingart, L., and Adair, W. (2016) Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. J. Organiz. Behav., 37: 1178–1201. doi: 10.1002/job.2095.

• Castillo, M., Petrie, R., T. Maximo and, L. Vesterlund. (2013). Gender differences in bargaining outcomes: A field experiment on discrimination, Journal of Public Economics, Volume 99: 35-48, https://doi.org/10.1016/ j.jpubeco.2012.12.006. •

• Brett, JM., Friedman, R and K Behfar. (2009) How to manage your negotiating team. Harvard Business Review. • Brodt, S., & Thompson, L. (2001). Negotiating teams: A levels of analysis approach. Group Dynamics: Theory, Research, and Practice, 5(3), 208–219. https://doi.org/ 10.1037/​1089-2699.5.3.208 •

• Kray, Laura J.,Thompson, Leigh,Galinsky, Adam. (2001) Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, Vol 80(6), 942-958 •

• Lopez-Fresno, P., Savolainen, T., and Miranda, S., (2018). Role of Trust in Integrative Negotiations. The Electronic Journal of Knowledge Management, 16(1), pp. 13-22, available online at www.ejkm.com •

• Mazei, J., Zerres, A. & J. Hüffmeier, (2021). Masculinity at the Negotiation Table: A Theory of Men’s Negotiation Behaviors and Outcomes. Academy of Management Review,46, 108–127, https://doi.org/10.5465/ amr.2017.0570

• Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach. Journal of Personality and Social Psychology, 87(4), 510–528. https://doi.org/ 10.1037/​0022-3514.87.4.510 2

• Recommended readings (not required)
• Voss, C., & T. Raz. 2016. Never split the difference. New York: Harper Collins.
• Babcock, L. & Laschever, S. 2007. Women don’t ask: The high cost of avoiding negotiation — and positive strategies for change. New York: Princeton University Press. •
• Fisher, R., Ury, W. & B. Patton. 1991. Getting to yes: Negotiating agreement without giving in. New York: Penguin Books. •
• Malhotra, D. & M. Bazerman. 2008. Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond.New York: Random House. •
• Shell, R. G. 2006. Bargaining for advantage. New York: Penguin Books. •
• The Blog on PON (Program on Negotiations, Harvard Law School: https:// pon.harvard.edu/blog/)