38103
Strategies & Processes of Negotiation
Course Overview
This course provides an introduction to behavioral science insights relevant to negotiation. It is structured around a series of weekly negotiations conducted with classmates, each designed to identify and emphasize specific factors that influence negotiations and their outcomes. Together with the assigned readings, the in-class negotiations aim to help you develop your ability to analyze negotiations, recognize psychological biases that may impede success, and apply strategies to mitigate these biases.
2026 Syllabus
Negotiations on Canvas
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
Parker v Dixon
3 • Third Parties
TOPICS
• Agency / Third-Party Representation
• Deadlines in Negotiations
IN-CLASS NEGOTIATION
Millrose Houses
4 • Communication at the Table
TOPICS
• Deception
• Communication at the Negotiation Table
• Coalition Building (I)
• Cooperation
• Influencing Others
IN-CLASS NEGOTIATION
Leckenby Company
3-Way Negotiation
5 • Integrative Negotiations
TOPICS
• Integrative Bargaining (I)
• Multi-Issue Negotiations
IN-CLASS NEGOTIATION
New Car
6 • Team Negotiations
TOPICS
• Integrative Bargaining (II)
• Team Negotiation
IN-CLASS NEGOTIATION
moms.com
7 • Firm Negotiations
IN-CLASS NEGOTIATION
• Integrative Bargaining (III)
• Multi-Party Negotiations
• Third-Party Representation
IN-CLASS NEGOTIATION
Edgewood
8 • Multi-Party Negotiations
TOPICS
• Multi-Party Negotiations
• Coalition Building (II)
IN-CLASS NEGOTIATION
Deeport
9 • Salary Negotiations & Conclusions
TOPICS
• Salary Negotiations
• Preparation
• Conclusion of the Course
IN-CLASS NEGOTIATION
Salary Negotiation