Course Detail

Strategies and Processes of Negotiation (38103)

Course Description by Faculty

  • Jackson, Joshua
  • Content

    Life is full of negotiation. We negotiate with potential employers, coworkers, roommates, landlords, parents, bosses, merchants, spouses, and service providers. We negotiate to determine what price we will pay, the amount of our salary and compensation, what movie to watch, and who will clean the kitchen. Negotiation is the art and science of securing agreements between two or more interdependent parties who are seeking to maximize their outcomes. Although negotiations are a ubiquitous part of our everyday lives, most of us know little about the strategy and psychology of effective negotiations.

    This course is designed to address a broad spectrum of negotiation problems that managers and professionals are likely to confront. A basic premise of this course is that while managers and professionals need analytical skills to develop optimal solutions to problems, they must also possess an array of negotiation skills to maximize the odds that these solutions will be accepted and implemented. Successful completion of this course will enable you to recognize, analyze, and implement essential concepts and strategies in negotiations, and to avoid common decision-making biases that can impair negotiation.

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

    Grades will be based on pre-class planning documents, class participation, one take-home exam documenting negotiation skill learned in class, and one reflection on 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

  • No Syllabus Available
  • Spring 2024Section: 38103-01T 5:00PM-8:00PMHarper CenterC08In-Person Only
  • Spring 2024Section: 38103-02W 5:00PM-8:00PMHarper CenterC08In-Person Only
Description and/or course criteria last updated: June 28 2023