NEGOTIATIONS

Prerequisites & course information

Requisites: Sophomore standing or declared in the Business Exchange program Course Designation: Grad 50% - Counts toward 50% graduate coursework requirement Repeatable for Credit: No Last Taught: Fall 2026 Learning Outcomes: 1. Explain the game theory approach to the negotiator’s dilemma, and thus the issues of distributive and integrative bargaining (i.e., to compete or cooperate; to claim value or create value). Audience: Both Grad & Undergrad 2. Recognize the contingent nature of appropriate tactics for negotiation preparation, opening, concession-making, and closing. Audience: Both Grad & Undergrad 3. Explain the foundational impacts of bargaining style, goals, relationships, standards, interests, leverage, ethical concerns, cultural differences, and departures from economic interests. Audience: Both Grad & Undergrad 4. Understand how some issues can be exploited to create value, enabling win-win outcomes. Audience: Both Grad & Undergrad 5. Apply appropriate tactics in cooperative and competitive negotiations, both alone and as part of a negotiating team. Audience: Both Grad & Undergrad 6. Analyze the negotiations process and settlements in order to identify strengths, weaknesses, and opportunities for improvement. Audience: Both Grad & Undergrad 7. Evaluate recent negotiations research in relation to course principles. Audience: Graduate Learning Outcomes: 1. Explain the game theory approach to the negotiator’s dilemma, and thus the issues of distributive and integrative bargaining (i.e., to compete or cooperate; to claim value or create value). Audience: Both Grad & Undergrad 2. Recognize the contingent nature of appropriate tactics for negotiation preparation, opening, concession-making, and closing. Audience: Both Grad & Undergrad 3. Explain the foundational impacts of bargaining style, goals, relationships, standards, interests, leverage, ethical concerns, cultural differences, and departures from economic interests. Audience: Both Grad & Undergrad 4. Understand how some issues can be exploited to create value, enabling win-win outcomes. Audience: Both Grad & Undergrad 5. Apply appropriate tactics in cooperative and competitive negotiations, both alone and as part of a negotiating team. Audience: Both Grad & Undergrad 6. Analyze the negotiations process and settlements in order to identify strengths, weaknesses, and opportunities for improvement. Audience: Both Grad & Undergrad 7. Evaluate recent negotiations research in relation to course principles. Audience: Graduate