Success in business and beyond requires agreement and collaboration with other people. Whether you are a customer cutting a deal with a supplier, a potential co-investor in a start-up company, or a CEO seeking a strategic alliance, triumph depends on the capacity to negotiate and manage interdependencies.
Among other things, effectiveness at the bargaining table requires: The strategic skill to claim your fair share of the goods; an alacrity for creating value and executing deals others overlook; the sophistication to steer clear of the pitfalls that plague most bargainers; insight into your own values, and the ethics that drive others’ behaviors; the capacity to forge relationships with people whose backgrounds, expectations, and values differ from your own; & a willingness to reflect on and learn from your experience.
This course seeks to develop these skills and provide students with frameworks for analyzing negotiations at a more sophisticated level. We give you the opportunity to identify your strengths as a negotiator and to work on your weaknesses. The course will provide a conceptual framework to diagnose problems, promote agreement, and cut your losses where warranted. More importantly, this course is an opportunity for you to experiment with different techniques and to explore what does and what does not work for you at the negotiating table.
Malia Mason studies negotiations and social judgment and decision making in one line of work. In a second, she studies how people regulate their attention and the implications for work performance. She has published her research findings in the top journals in general science (Science), psychology (Psychological Science, Journal of Personality and Social Psychology, Journal of Experimental Psychology: General), and management outlets (OBHDP, Harvard...