Cognitive Science 0106 - Negotiation

Negotiation is a key skill at every level of every organization, in every age and every country. We negotiate with potential employers, co-workers, bosses, landlords, merchants, partners, parents, children, friends, roommates, and many others. Our negotiation skills affect the prices we pay, the salary we earn, the movies we watch, and who cleans up the kitchen. Despite its universal appeal, the subject is mostly taught to graduate-level business students. But why should MBAs be the only ones who learn how to negotiate? Let's cut some deals. While there's no strategy that works across all situations, there is still tremendous value in thinking through the elements that generally lead to successful negotiation. Along with readings, discussion, and exercises, students will engage in a number of simulated negotiations, ranging from simple one-issue transactions to multi-party joint ventures. Keywords:Psychology, negotiation, business

Lab Fees: $25 Students should expect to spend 8 hours weekly on work and preparation outside of class time