Negotiation Behavior

We negotiate every day—with merchants, service providers, employers, coworkers, friends, and family—determining what price we will pay, the amount of our salary and compensation, what movies to watch, where to go to dinner, who will clean the kitchen, and so forth. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?
Over the past few decades, research in social psychology and decision sciences has sought the answer to this question and created a rich body of knowledge on bargaining behavior, leading to well-validated prescription on how to negotiate. In this course, you will learn both the how and the why of negotiation behavior. Through role-playing exercises, you will be able to evaluate your own negotiation behavior as well as those of your classmates and receive advice on how to optimize it to achieve your desired outcomes. Importantly, you will also read and discuss research articles that have led to such practical advice. In this way, the goal of this course is to combine negotiation practice and theory so you can develop a comprehensive skillset of negotiation behavior.
Permits offered to non-MBDS students if space is available.