Negotiation is the art and science of creating good agreements. This course covers the science of negotiation by discussing and applying theories of negotiation. Students develop the art of negotiation by negotiating with each other in realistic cases. A wide variety of negotiation applications is covered, including single and multi-issue negotiations and two-party and multi-party bargaining. Special emphasis is placed on negotiations in technology-intensive environments. The course uses the case method. Many examples are cases that students actually negotiate with each other. Students’ grades are based on their performance in these negotiations and on class participation.
Prerequisite(s): Graduate Standing