Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Chaudhry, Shereen
  • Content

    Negotiations occur in a wide range of situations: Not only those involving a new employee’s salary or a company’s business deals, but even personal settings like deciding on vacation plans with a friend, or debating with your partner about what school to send your kids to. The ability to negotiate and manage conflict is critical to success in both business and in life. 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).

  • Prerequisites

    "Soft" pre-req: Managing in Organizations (38001) or Managerial Decision Making (38002). 

    This is not a requirement, but it is very highly recommended. The negotiations class builds on many psychological concepts. The behavioral science faculty's experience is that exposure to some understanding of these concepts in our core courses beforehand not only solidifies your understanding of the psychology you learned in the previous classes, but also greatly improves your understanding of how to negotiate. 

  • Materials
    Articles, cases, and handouts will be available through Canvas.
  • Grades
    Based on weekly attendance (at your enrolled section), preparation, and class participation, analytical exercises, short written assignments, and a final group project. Due to the nature of this course, all students considering and or enrolled must attend the first week of class. Provisional grades provided.
    • 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

  • Syllabus
  • Winter 2023Section: 38103-01F 8:30AM-11:30AMHarper CenterC05In-Person Only
  • Winter 2023Section: 38103-02F 1:30PM-4:30PMHarper CenterC05In-Person Only
  • Winter 2023Section: 38103-81TH 6:00PM-9:00PMGleacher Center208In-Person Only
Description and/or course criteria last updated: December 21 2022