Enrollment limited to 30 students. Prerequisites: 90-710 Applied Economic Analysis and 90-711 Empirical Methods or 91-801 Data Analysis for Managers and 91-803 Economic Principles of Policy Analysis. Negotiation is a process in which two or more parties make decisions to resolve conflicting interests. Decision makers use negotiation in a variety of circumstances - collective bargaining, negotiating out of court settlements, resolving conflicting interests within or across firms, agreeing on a purchase price for a good, and many other instances. The objective of this course is to understand the process of negotiations and how the structure of the negotiations process affects the outcomes achieved. Students will learn to establish a framework for analyzing various types of negotiations. For example, differences between distributed vs. integrative negotiations and "one shot" vs. repeated negotiations will be examined. Some examples of the topics to be discussed are described below: Please visit the Heinz School website www.heinz.cmu.edu for a more detailed course description under course 90-750.
