MGT 517 Understanding Negotiation Dynamics: Psychological Insights
This course offers a comprehensive overview of negotiation psychology, with a primary focus on how personal traits influence negotiation styles. Drawing from theories and research in personality, social psychology, and organizational behavior, and utilizing various teaching methods such as role-play simulations, self-reflection exercises, and case studies, the course aims to provide students with a well-rounded understanding of negotiation dynamics. By the end of the course, students will have explored fundamental concepts such as distributive and integrative bargaining, as well as the role of cognitive, motivational, and emotional processes that either hinder or enhance negotiation effectiveness. Upon completion, students will possess the skills necessary to navigate the intricacies of negotiations and secure win-win, mutually beneficial outcomes.