Course Detail

Although negotiation is something we do every day, we seldom have an opportunity to reflect upon our experience and systematically calibrate our negotiating strategy. This course provides that opportunity. By negotiating with each other in realistic cases, students can experiment with, and see the consequences of, different negotiating strategies. (And it is safe to experiment in a classroom.) This allows students to develop negotiating skills by observing not only what they did but also what others did in similar situations. Negotiating skills are further sharpened by learning and applying negotiation theories from behavioral science, economics, and game theory.