Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Dean, Joshua
  • Content
    Negotiations are an integral part of business and life. They are how we come to agreements with colleagues, other firms, and even family members. Through lectures and readings, you will learn about theories of negotiations and common biases exhibited by negotiators (and how to avoid them). You will also practice your own negotiation skills with guided exercises. By the end of the course you will understand how people negotiate and become a better negotiator yourself.
  • Prerequisites
    The pre-requisite to take a behavioral science course, either Managing in Organizations or Managerial Decision Making, prior to taking Strategies and Processes of Negotiation is soft (i.e., not required), but very highly recommended. The behavioral science faculty's experience is that exposure to some understanding of psychology as taught in our behavioral science classes (e.g., social influence, biases in cognitive or social judgment, etc.) before you take the negotiation class not only solidifies your understanding of the psychology you learned in the previous behavioral science class, but also greatly improves your understanding of how to negotiate. 
  • Materials
    Classwork will include readings and in-class negotiations.
  • Grades
    Based on weekly attendance, participation, assignments, and a final paper. No pass/fail grades.
    • Mandatory attendance week 1

    • 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
  • Autumn 2022Section: 38103-01TH 8:30AM-11:30AMHarper CenterC03In-Person Only
  • Autumn 2022Section: 38103-02TH 1:30PM-4:30PMHarper CenterC03In-Person Only
  • Autumn 2022Section: 38103-85S 9:00AM-12:00PMLocation: TBDRemote-Only
Description and/or course criteria last updated: August 5 2022