Negotiations is the art and science of creating agreements between two or more parties. This course has two purposes. First, we will discuss and apply theories developed as guides to improving negotiating. (That's the science.) Secondly, students will develop and sharpen negotiating skills by negotiating with other students in realistic cases. (That's the art.) Although negotiation is something we do every day, we seldom have an opportunity to reflect upon our experience and systematically calibrate our negotiating strategy. This course provides that opportunity. By negotiating with each other in realistic cases, students can experiment with, and see the consequences of, different negotiating strategies. (And it is safe to experiment in a classroom.) This allows students to develop negotiating skills by observing not only what they did but also what others did in similar situations. Students will also benefit from learning and applying negotiation theories such as behavioral science and game theory.
Affiliated Faculty Associate Professor of Psychology
Valerie Purdie-Greenaway serves as Director for the Laboratory of Intergroup Relations and the Social Mind (LIRSM). She is an associate professor in the Department of Psychology at Columbia University, core faculty for the Robert Wood Johnson Health & Society Scholars Program (RWJ Columbia-site), and research fellow at the Institute for Research on African-American Studies (IRAAS) at Columbia.
Dr. Purdie-Greenaway has authored numerous...