Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Levine, Emma
  • Content

    Negotiation is the art and science of creating agreements between two or more parties. This course will help you understand and develop negotiation skills using various methods, with a particular focus on helping you negotiate ethically. First, you will learn theories of negotiation from class lectures and assigned readings (the science). We will challenge common myths that may be limiting your negotiation performance and learn successful, and ethical, negotiation strategies based on empirical research. Second, you will learn how to apply these theories and strategies by actually negotiating – both inside and outside the classroom (the art). You will have many opportunities to experiment with your negotiation style and learn from your successes and mistakes. The objectives of this course are to help you gain experience with the negotiation process, and to improve your ability to reach agreements that both create value for you and promote your values and reputation as a negotiator.

  • 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.
    • Allow Provisional Grades (For joint degree and non-Booth students only)

    • Early Final Grades (For joint degree and non-Booth students only)

    • 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: February 6 2023