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).

Articles, cases, and handouts will be available through Canvas. Additionally, required copyrighted handouts will be passed out in class.

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.