Your final grade will be determined based on three components:
Class participation (max 20 points)
Group project (max 40 points)
Individual final paper (max 40 points)
You need to achieve a total of at least 50 points in order to pass the class.
Please note that you will start working on the group project during our fourth session so it is essential that you attend this session. You will have 24h to complete the project (including class time).
The topic for the individual final paper will be given to you at the end of our last session and you will have 14 days to complete it.
Please note that TURNITIN will be used in order to test all written coursework (e.g. seminar papers) for possible plagiarism.
Introduce students to the analytic concepts necessary to understand the dynamics and strategic aspects of negotiations
Improve ability to analyze negotiations in a variety of contexts
Learn to balance the implicit tradeoffs of competition and cooperation inherent in most negotiations
Introduce students to a variety of tactics and strategies employed in negotiations
Improve the ability of students to conduct successful negotiations
Lectures, cases, class discussions
Language: The course is held in English
Optional Textbook: Malhotra and Bazerman (2008). Negotiation Genius (Bantam)