Negotiation

Bernd Wittenbrink

38103
Strategies & Processes of Negotiation

Course Overview

Effective negotiation skills are essential to successful managers. Whereas technical skills are required to discover optimal solutions to problems, effective interpersonal negotiation skills are necessary to implement these solutions. This course provides you with the opportunity to develop your negotiation skills through an introduction to relevant empirical research in behavioral science and through multiple in-class negotiation exercises.

Specific aims of the course are:

• to develop an analytical framework that will help you better understand negotiation situations and the challenges they entail.

• to provide you with extensive experience in the negotiation process, with the goal that you develop your repertoire of negotiation tactics and strategies and that you further your ability to correctly evaluate the costs and benefits of these alternative strategies.

Winter 2019 Negotiations Start In

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Use your CNetID to access the syllabus.

Access the 2019 course materials.

Course Topics & Schedule

1 • Introduction

TOPICS

• Introduction to the Course
• Negotiation Exercises
• Basic Concepts in Negotiation

IN-CLASS NEGOTIATION

Mapletech – Yazawa

2 • Distributive Negotiations

TOPICS

• Two-Party, One-Shot, Single-Issue Distributive Negotiations
• Preparation
• Egocentric Bias

IN-CLASS NEGOTIATION

Madsen vs Clayton

3 • Third Parties

TOPICS

• Agency / Third-Party Representation
• Deadlines in Negotiations

IN-CLASS NEGOTIATION

Bullard Houses

4 • Communication at the Table

TOPICS

• Deception
• Communication at the Negotiation Table
• Integrative Bargaining (I)

IN-CLASS NEGOTIATION

Leckenby Company
New Car

5 • Building Coalitions

TOPICS

• Coalition Building (I)
• Cooperation
• Influencing Others

IN-CLASS NEGOTIATION

3-Way Organization

6 • International Negotiations

TOPICS

• Cultural Influences on Negotiations
• Indirect Communication

IN-CLASS NEGOTIATION

The Mexico Venture

7 • Integrative Negotiations

TOPICS

• Integrative Bargaining (II)
• Multi-Issue Negotiations
• Team Negotiation

IN-CLASS NEGOTIATION

moms.com

8 • Firm Negotiations

IN-CLASS NEGOTIATION

• Integrative Bargaining (III)
• Multi-Party Negotiations
• Third-Party Representation

IN-CLASS NEGOTIATION

Edgewood

9 • Multi-Party Negotiations

TOPICS

• Multi-Party Negotiations
• Coalition Building (II)

IN-CLASS NEGOTIATION

Deeport

10 • Salary Negotiations & Conclusions

TOPICS

• Salary Negotiations
• Preparation
• Conclusion of the Course

IN-CLASS NEGOTIATION

Salary Negotiation

© Bernd Wittenbrink • University of Chicago Booth School of Business

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