USA NEGOTIATION: THEORY AND STRATEGY
LAW5UTS
Not currently offered
Credit points: 15
Subject outline
This unit provides an overview of the theoretical issues negotiators must confront and an opportunity for students to develop thsir negotiating skills. Topics will include setting reservation points and estimating the bargaining zone, integrative bargaining, power, social norms in negotiation, the American law governing deceit and candor in negotiation, principal-agent issues, and the unique challenges of mulit-party netotiation. The class will follow a workshop format, with days combining lecture, negotiating simulations, and class participation
Faculty: Faculty of Business, Economics and Law
Credit points: 15
Subject Co-ordinator: Gordon Walker
Available to Study Abroad Students: Yes
Subject year level: Year Level 5 - Masters
Exchange Students: Yes
Subject particulars
Subject rules
Prerequisites: N/A
Co-requisites: N/A
Incompatible subjects: N/A
Equivalent subjects: N/A
Special conditions: N/A
Learning resources
Readings
| Resource Type | Title | Resource Requirement | Author and Year | Publisher |
|---|---|---|---|---|
| Readings | Negotiation Theory and Strategy | Preliminary | Russell Korobkin | ASPEN (2002) |