Negotiation (94-800)

Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to cover the range of negotiation situations and issues faced by managers and decision makers. This course explores negotiations in many contexts: simple personal transactions, public and private sector collective bargaining, resolving disputes out of court, resolving conflicting interests within an organization, and resolving conflicting interests across organizations. This course will also explore ethical issues in negotiation and cognitive biases of negotiators.

Learning Objectives

Introduce students to the analytical framework and concepts necessary to understand the complexity and dynamics of negotiation

  • Improve ability to analyze negotiations in a variety of contexts 
  • Learn to balance the implicit trade-offs of competition and cooperation inherent in most negotiations 
  • Introduce students to a variety of tactics and strategies employed in negotiations 
  • Improve ability to conduct successful negotiations 
  • Learn to recognize more opportunities to negotiate
  • Units