Negotiation Theory & Practice: Bargaining for Value

2.5 credits

The course is subtitled 'Bargaining for Value' because the notion of 'bargaining' implies interaction and communication among self-interested players of diverse backgrounds and styles. 'Bargaining for value' implies that the quantum of value extracted in a deal may vary within a range of potential values.'Negotiation' is a commonly-accepted term that captures the essence of these processes in a competitive or cooperative environment. This course surveys the theoretical and behavioral underpinnings of negotiation practices and develops skills that enhance the ability to capture value in cooperative and competitive bargaining scenarios.