MLD-224: Behavioral science of negotiations
We negotiate every day. We negotiate with co-workers, bosses, subordinates, clients, salespeople, romantic partners, and many others. This course is designed to build your understanding, skill, and confidence so that you achieve better outcomes in all your negotiations - large and small.
A basic premise of the course is that great negotiators are not born, but made through thoughtful, evidence-based skill building. Thus, the course is structured around three types of activities: 1) Applying analytical skills to gain a strategic understanding of negotiation contexts; 2) Learning empirically validated techniques for advancing your interests; 3) Practice, practice, and more practice.
Important Course Information
MLD-224 consists of two weekly lectures, and a weekly negotiation exercise. Attendance at all lectures and exercises is mandatory. Please do not plan to take the course if you have a conflict that will lead you to miss class or be regularly late. Also, it is not possible to attend the lectures for one section and the exercises for another.
Two sections of the course will be offered in the Fall of 2019. Section size will be strictly capped at 50 students to ensure high quality discussion during class.
Lectures: Monday and Wednesday, 11:45 - 1:00 PM, Wexner 332
Negotiation Exercises: Tuesday, 4:15 - 6 PM, Wexner 330
Lectures: Monday and Wednesday, 1:15 - 2:30 PM, Wexner 332
Negotiation Exercises: Tuesday, 4:15 - 6 PM, Wexner 332
Cross Registration and Auditing Information
MLD-224 is open for cross-registration. We can usually accommodate most interested students, so don't stress! If you plan to cross-register, it is important to attend all lectures and exercises as if you are already in the class so that you do not fall behind.
In order to cross-register, please follow the HKS cross-registration process described here. HKS students can enroll into all HKS courses automatically, which means that we will not know how much space is left until HKS bidding is over. When we begin the review of cross-registration petitions it takes several days for any given student to get approved because each form has to be manually processed by the Registrar. We will offer slots in order of the petitions having been submitted. So please fill out the online cross-registration petition and be patient!
Auditors are welcome to sit in the class and follow readings and discussion, as long as there are seats. However, participation in class discussion and office ours will be reserved for registered students. If there are multiple students auditing, they are welcome to participate in simulations by pairing up with each other.