Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Fishbach, Ayelet
  • Content
    Negotiation is both the science and the art of reaching agreement with other parties. Thus, the course proceeds on two largely separate, yet complementary, tracks. First, we familiarize ourselves with the science of negotiation: how to recognize the structure of a conflictual situation and know what techniques tend to be most effective given that structure. Second, because there is seldom a unique "right way" to negotiate, role-playing exercises and case analyses are designed to help you develop your own style and learn for yourself the art of negotiation.

    We are concerned with (1) developing a broad, intellectual understanding of the central concepts in negotiation; (2) providing extensive experience in the negotiation process, with an eye to honing the ability to thoroughly evaluate costs and benefits of alternative strategies and tactics; (3) developing a defense against common biases in the judgment of negotiators; and (4) learning to recognize and implement often subtle tactics of social influence applicable in a wide variety of negotiation settings.


    Summer 2023 (IMPORTANT NOTE):

    This course will meet 2x per week during the second half of the summer quarter on these specific dates.  By bidding for/enrolling in this course, you acknowledge these course meeting dates.

    Tuesday, July 18

    Thursday, July 20

    Tuesday, July 25

    Thursday, July 27

    Tuesday, August 1

    Thursday, August 3

    Tuesday, August 8

    Thursday, August 10

    Tuesday, August 15

  • Prerequisites
    Summer 2023 Class Meeting Dates: 7/18, 7,20, 7/25, 7/27, 8/1, 8/3, 8/8, 8/10, 8/15

  • Grades
    Based on class participation; written assignments; and a final paper. Cannot be taken pass/fail. No auditors.
    • No auditors

    • No pass/fail grades

  • Syllabus
  • Summer 2023Section: 38103-82TTH 6:00PM-9:00PMGleacher Center3042nd Half : Week 5 - Week 9
    In-Person Only
Description and/or course criteria last updated: May 1 2023