This course aims to help students improve their negotiation skills in two fundamental ways. One is knowledge-oriented: students learn frameworks and concepts for diagnosing the type of conflict that exists in a situation and for evaluating the potential costs and benefits of different strategies and tactics. Based on this, students should be able to interpret situations, plan tactics, and anticipate and react to their counterpart’s behavior. A second and complementary route to improving as a negotiator is practice-oriented: students complement their analytical tools with behavioral skills. The course involving repeated hands-on practice and also provides feedback, discussion, and opportunities for reflection.
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...