Ne­go­ti­ation: The­ory and Prac­tice

Course content

The course focuses on understanding strategic and behavioral issues in negotiations with the intent of making students effective negotiators.

The emphasis is on in-class exercises that gives first-hand experience of how different conditions and information trigger various behaviors in negotiation situations. A large part of the learning involves negotiating and the complexity of negotiations is increasing over the course, from one-to-one single-item negotiations to multi-party and muti-item team negotiations.

We cover theory from basic negotiation concepts such as reservation and aspiration points, distributed versus integrative negotiatioons to the impact of emotions, gender, power, culture and physical settings on negotiation behvaior and outcomes.

We discuss and perform business negotiations such as salary, employment and sales contracts but also disucss less personal issues such as trade deals and climate negotiations. 

Self-reflection is key to becoming a more effective negotiator and is an important aspect of in-class discussions why it is essential to participate in the exercises in the classroom.