Etan Green

I study expert judgment and decision making using field data. More information can be found at my personal website, etangreen.com.

Past Courses

OIDD691 NEGOTIATIONS

Negotiation is the art and science of creating good agreements. In this course we will work on both, studying economics and psychology for the science, and practicing actual negotiations for the art. Throughout we think of negotiation in general terms, relevant not only to salary negotiations and home buying, but performance evaluations, speeches, group collaborations and interpersonal relationships. We practice these kinds of negotiations in 2, 3, 4, and 6person exercises. Potential reasons to skip this particular negotiation course: 1) We have a strong attendance policy, 2) We have strong nocomputers/phones policies, 3) the course is very discussion oriented, 4) We survey your work colleagues about your influence tactics, and 5) you have a short assignment due almost every class. Beginning with the second week of class, if you miss one class you lose a letter grade. If you miss two classes you fail. We have this policy because it is an experiential class, and because your attendance directly affects classmates you are paired with. For some weeks you can attend another section if necessary. Crosslisted with MGMT691 and LGST806.