Negotiation is a decision-making process in which two or more parties with non-identical preferences seek to reach an agreement about how to allocate resources (Bazerman & Carroll, 1987; Falcão, 2012). Students will learn a variety of frameworks in order to understand the process of negotiation and will have at least one face-to-face negotiation exercise per class in order to practice and develop skills. International and cross-cultural aspects of negotiation will also be explored. Much of the value of this course will come from your active participation in exercises and class discussions. Please arrive to each class prepared and on time. Naturally, as this is a highly experiential course where learning is based on students being present and doing exercises together, the combined attendance and participation grades are very high. 

Prerequisites: None