Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Koch, Alex
  • Content
    Balancing getting ahead with objectives and getting along with people is key to managerial success and requires a great deal of negotiation skill and experience. To gain experience, in each class of this course you will negotiate a case and discuss your outcomes in comparison to fellow students. To develop skill, ensuing lectures and readings will pinpoint the risks and benefits of different strategies and tactics in each case. Class by class, we will advance towards your learning target of becoming an effective and efficient negotiator who sophisticatedly cooperates, competes, or both in one or the other order depending on the well-understood and rehearsed circumstances of the present negotiation.
  • Prerequisites

    38001 (Managing in Organizations), 38002 (Managerial Decision Making), or 38003 (Power and Influence in Organizations)

    The pre-requisite to take a behavioral science class prior to taking Strategies and Processes of Negotiation is soft (i.e., not required), but very highly recommended. Our 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. Although your behavioral science faculty tie the psychological concepts in these classes to managerial examples, it is nevertheless often difficult for students to recognize these principles in real world situations. The negotiation class helps you recognize these concepts in actual social interactions. Your ability to recognize these concepts “real-time” is facilitated by the abundant feedback provided by your instructor as well as your classmates. In addition, coming to class with an understanding of the concepts also provides a foundation that expedites the process of negotiating effectively. Although your instructors will cover the psychology that is essential for being an effective negotiator, our experience is that seeing the concepts a second time will not feel as a review, but rather will be viewed as a way to expedite the difficult process of internalizing these ideas and making them part of your negotiation repertoire.

    • No non-Booth Students

  • Materials
    Everything will be available through Canvas.
  • Grades

    Based on weekly preparation, class participation, one essay reflecting three in-class negotiations, one exam documenting negotiation skill learned in class, and one report of a real-life negotiation.

    Students considering and/or enrolled should attend the first week of class.

    • 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
  • Winter 2023Section: 38103-03TH 8:30AM-11:30AMHarper CenterC08In-Person Only
  • Winter 2023Section: 38103-04TH 1:30PM-4:30PMHarper CenterC08In-Person Only
  • Winter 2023Section: 38103-82W 6:00PM-9:00PMGleacher Center208In-Person Only
Description and/or course criteria last updated: November 1 2022