PSYN11001 - Psychology of Negotiation

Course Description

This course takes a unique approach to negotiations through the application of psychology based principles. Participants will practice negotiation simulations, learn how to reframe scenarios as joint problem-solving exercises, and learn about the important role of developing long-term relationships, including the role that reputation plays in the negotiation process. Students will learn about the psychology of default habits that could hamper mutually beneficial outcomes and will broaden their appreciation of novel and creative approaches to negotiation. By the end of the program, participants will have developed a deep appreciation and understand for the psychology of negotiation having gained confidence in seeking negotiated agreements to improve future outcomes for themselves and others.

 
This course is taught by Boaz Keysar, the William Benton Professor of Psychology in the Department of Psychology at the University of Chicago. Professor Keysar also serves as the Chair of the Cognition Program, and the Lab Director of the Multilingualism & Decision-Making Lab. He conducts research about how people communicate, negotiate and make decisions. Many of his discoveries reveal systematic reasons for miscommunication and misunderstandings.