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Course Details

Course Number: 90-757

Policy Seminar

Units: 12

Negotiation is a process in which two or more parties make decisions to resolve conflicting interests. Decision makers use negotiation in a variety of circumstances - collective bargaining, negotiating out of court settlements, resolving conflicting interests within or across firms, agreeing on a purchase price for a good, and many other instances.

The objective of the first part of the course is to understand the process of negotiations and how the structure of the negotiations process affects the outcomes achieved. Students will learn to establish a framework for analyzing various types of negotiations. For example, differences between distributed vs. integrative negotiations and "one shot" vs. repeated negotiations will be examined.

The second part of the course will be devoted to the analysis of negotiations in complex business settings involving, for example, multiple parties concerned about multiple issues with external constituents to satisfy. We will explore multi-party negotiation, team negotiation, getting past "no," the role of the internet in negotiations, and cross-cultural negotiation.

Throughout the course, students will participate in negotiation exercises, either individually or in teams. The purpose of these exercises is to demonstrate the concepts which are discussed in class on a more theoretical or abstract level.