Negotiation is part of everyday life in organizations, whether negotiating with customers, clients, suppliers, co-workers or even the boss. The purpose of this course is to introduce students to theory and research on negotiations with an emphasis on the social, behavioural, and decision-making processes. Negotiations will be studied in a variety of settings ranging from simple buyer-seller negotiations to multi-party, multi-issue, cross-cultural negotiations. In addition to the fundamentals of integrative and distributive bargaining, special topics may include ethics, gender, power, emotions, technology, and the use of agents. The course also includes a practical component in that students participate in simulations, exercises, and case analysis designed to develop their negotiating skills as well as their understanding of negotiation processes.
This course is restricted to students in the 3rd or 4th year of the Commerce Program.