Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Kirgios, Erika
  • Content
    Negotiation is ubiquitous: you may have already negotiated once or twice today, whether you knew it or not. You don't just negotiate salary, rent, and business deals—you also negotiate when deciding where to go to dinner with your partner and when planning a vacation with your friends. The ability to negotiate is critical to success in 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). Ultimately, you should leave the course better equipped to identify and achieve your interests.
     
  • Prerequisites

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

    This is not a requirement, but it is very highly recommended. This class builds on foundational concepts in psychology and behavioral science. Faculty have found that some exposure to these concepts in core Behavioral Science courses is likely to improve your experience in this course. Students who have taken at least one core course before this class tend to solidify their understanding of the psychology they've learned thus far and to pick up negotiation skills and concepts more quickly. 

    All Non-Booth students require instructor permission.

  • 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.
    Grades

    • Mandatory attendance week 1

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

    Restrictions

    • No auditors

    • No pass/fail grades

  • Syllabus
  • Spring 2023Section: 38103-03W 1:30PM-4:30PMHarper CenterC01In-Person Only
  • Spring 2023Section: 38103-81T 6:00PM-9:00PMGleacher Center206In-Person Only
Description and/or course criteria last updated: March 27 2023