PL4233



Psychology of Negotiation

This module will provide an overview of the science of negotiation, drawing largely upon the theories and research in organizational psychology and social psychology. Students will learn basic and classic issues in the field including distributive and integrative bargaining, as well as the cognitive, motivational, and emotional processes that inhibit or facilitate effectiveness in negotiating. Students will also be introduced to complex issues including multi-party negotiations, third-party negotiations, agency and ethics, and cross-cultural negotiations.

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