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Rady School of Management

Negotiation

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Negotiations

Description

Negotiation is both the science and the art of reaching agreement with other parties.

The workshop will proceed along these two lines. First, we familiarize ourselves with the science of negotiation: how to recognize the structure of a conflictual situation and know what techniques tend to be most effective given that structure. Second, we will use a hands-on approach of role-playing exercises to help you develop your own style and learn for yourself the art of negotiation.

Experts

Industry Areas Behavioral Economics Field Experiments Strategy As a researcher, my focus is on putting behavioral economics to work in the real world, where theory can meet application. I’m looking for basic research as well as more applied approaches to such topics as incentives-based inter...