Negotiation is a decision-making process in which two or more parties with non-identical preferences seek to reach an agreement about how to allocate resources (Bazerman & Carroll, 1987; Falcão, 2012). Students will learn a variety of frameworks in order to understand the process of negotiation and will have at least one face-to-face negotiation exercise per class in order to practice and develop skills. International and cross-cultural aspects of negotiation will also be explored.

Prerequisites: None