Course Details

Advanced Negotiations
MORS-975-5
0.5 CR
Elective
PASS / NO CREDIT
No
DESCRIPTION

This course builds upon the Negotiations Fundamentals class and assumes familiarity with the core negotiation concepts (e.g., BATNA, integrative negotiations, Pareto efficiency). The class will expand students' skillsets by emphasizing topics such as maximizing outcomes in multi-party negotiations, managing multi-round negotiations, negotiating in diverse contexts, and analyzing complex real-world negotiations. The course will include a series of simulated negotiation simulations and cases, along with a video-based self-assessment. Attendance at every class meeting is mandatory.

MORS offers three unique courses in the area of negotiation and conflict resolution: Negotiation Fundamentals, Negotiating in a Virtual World, and Advanced Negotiations. Students ideally begin the negotiation coursework by taking Negotiation Fundamentals and then taking the advanced courses: Negotiating in a Virtual World and/or Advanced Negotiations. Please note that students are required to take Negotiation Fundamentals prior to taking Advanced Negotiations. Students are allowed to take Negotiating in a Virtual World without having taken Negotiation Fundamentals but will be expected to catch up on core concepts asynchronously through the course's virtual format. Once a student has taken Negotiating in a Virtual World, they are no longer eligible to take Negotiation Fundamentals but may go on to take Advanced Negotiations.

TRACKS
Managing Organizations Major
SCHEDULE SUMMARY
Spring 2024
Summer 2024
Fall 2024
Winter 2025
Spring 2025
CH
EV
CH
EV
CH
EV
CH
EV
CH
EV

CH (Chicago)
EV (Evanston)
DayTime
Evening
Saturdays
Popup
PREREQUISITES
Prerequisites:
All Students: MORS-430-0
Negative Prerequisite:
All Students: MORS-470-0
CONCURRENT
May be taken concurrently:
All Students: (MORS-471-5 OR MORS-472-5)