PSYC 53.18 Negotiations

This course examines the art and science of negotiation, with the explicit aim of helping students become better negotiators. Drawing on research from psychology and related fields, we cover topics including first offers, concessions, trust, power, influence, persuasion, and coalition formation, as well as how negotiation dynamics vary across gender, personality, and culture. Students engage in a series of increasingly complex negotiation simulations, allowing them to experiment with new strategies, hone their skills, and develop a personal negotiation style.

The Timetable of Class Meetings contains the most up-to-date information about a course. It includes not only the meeting time and instructor, but also its official distributive and/or world culture designation. This information supersedes any information you may see elsewhere, to include what may appear in this ORC/Catalog or on a department/program website. Note that course attributes may change term to term therefore those in effect are those (only) during the term in which you enroll in the course.

Department-Specific Course Categories

Psychological and Brain Sciences