Negotiation

Negotiation is the art and science of securing agreements between two or more interdependent parties. It is a craft that must hold cooperation and competition in creative tension. Therefore, the purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course will train students to use a principled model of negotiation and to better predict and assess the behavior of individuals, groups, and organizations in competitive situations. Students will gain a broad intellectual understanding of the central concepts in negotiation, bargaining, and mediation. They will develop confidence in the negotiation process as an effective means for resolving conflict in organizations. Topics covered will include distributive and integrative bargaining, the influences of culture and technology on negotiation, the use of agents, ethics and lying, managerial mediation and dispute resolution, team-on-team negotiations, and multi-party negotiations.