Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Levine, Emma
  • Content
    The ability to negotiate is critical to success in business and in life. A common method used to resolve conflict and distribute resources, negotiation is ubiquitous. This course will guide you through the science and art of negotiation. You will learn theories of negotiation during lectures and through assigned readings (the science), and you will learn the practice of negotiation through exercises and case analyses (the art). Throughout the course, you will develop an understanding of how negotiation situations might be structured and what kinds of biases can interfere with successful negotiation (as well as strategies for avoiding these biases).
    Format
    • Lectures

    • Discussion

    • Case Studies

    • Group Projects

    • Ethics discussion/component

  • Materials
    Articles, cases, and handouts will be available through Canvas. Additionally, required copyrighted handouts will be passed out in class.
  • Grades
    Based on weekly attendance (at your enrolled section), preparation, and class participation, analytical exercises, short written assignments, and a final project. Due to the nature of this course, all students considering and or enrolled must attend the first week of class. Cannot be taken pass/fail. No auditors. Provisional grades provided.
    Grades
    • Graded homework assignments

    • Graded attendance/participation

    Restrictions
    • No auditors

    • No pass/fail grades

  • Syllabus
  • Spring 2023Section: 38103-01TH 8:30AM-11:30AMHarper CenterC03In-Person Only
  • Spring 2023Section: 38103-02TH 1:30PM-4:30PMHarper CenterC03In-Person Only
  • Spring 2023Section: 38103-85S 1:30PM-4:30PMGleacher Center308In-Person Only
Description and/or course criteria last updated: June 8 2022