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Negotiation

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Negotiation

This topic introduces students to the key principles of negotiation analysis. Students learn about important negotiation strategies and techniques, and are introduced to different theories about why negotiations sometimes succeed and sometimes fail, and what dynamics cause different negotiation outcomes.

Topic Learning Outcome:  Upon completing this topic, students will be familiar with negotiation analysis, and will be able to identify likely outcomes of negotiations if given the participants, interests and bargaining positions involved.  Students will also have experience participating in mock negotiations, and will be starting to develop the necessary skills to be effective negotiators in their own right.

Recommended Readings: (Harvard MLD-101)

Sebenius, J. K. 1997. Introduction to Negotiation Analysis: Creating and Claiming Value. Boston: Harvard Business School Press.

Sebenius, J. K. 1996. Sequencing to Build Coalitions: With Whom Should I Talk First? (pp. 324-348). In R. J. Zeckhauser, R. L. Keeney, J. K. Sebenius, 1996. Wise Choices: Decisions, Games, and Negotiations. Boston: Harvard Business School Press. 

Locke, E. A., & Latham, G. P. 2002. Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. American Psychologist, 57(9), 705-717.

Ordóñez, L. D., Schweitzer, M. E., Galinsky, A. D., & Bazerman, M. H. 2009. Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal Setting. Academy of Management Perspectives, 23(1), 6-16.

Sample Assessment Questions:

1)   In one paragraph, explain why it is important for negotiation analysis to be able to distinguish between parties underlying interests and their expressed positions.

2)   Explain the importance of understanding each parties’ no-agreement alternatives when analyzing a negotiation? 

Page Created By: Ben Eisen, last updated April 2015.


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