Effective Negotiation Strategies
Graduate negotiation strategies course covering game theory, bargaining types, ethics, preparation, goal setting, relationships, value creation, and evaluation.
Summary
What you’ll be able to do
Describe game theory and distinguish between distributive and integrative bargaining, recognizing appropriate tactics
Identify bargaining styles, set goals, improve relationships, and leverage interests effectively
Analyze ethical issues in negotiations and create mutual gain through value creation
Demonstrate thorough preparation for negotiations, use individual and team techniques, and evaluate post-negotiation strengths and areas for improvement
Source: UW Guide 1· UW Guide 2· UW Guide 3
Grade history
↗No recorded grade history.
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Prerequisites
Course mapGraduate/professional standing or declared in graduate Business Exchange program
- Graduate/professional standing or declared in graduate Business Exchange program
This is a best-effort interpretation; check the catalog requirements above.
Prerequisite text tree
- Graduate/professional standing or declared in graduate Business Exchange program
Professors
Spring 2027No instructors recorded for this selection.
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Calendar & sections
Spring 2027Schedule loads here as you scroll.
| Section | Mode | Enrolled / capacity | Waitlist |
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Student experience
the class
Improves students' negotiating skills, doing so by providing a theoretical underpinning that will help them to understand the sources of effective and ineffective approaches to negotiations.
difficulty & workload
No workload feedback recorded.
Topics
- Negotiation theory and the sources of effective and ineffective negotiation approaches.
- Game theory as applied to negotiation situations.
- Distributive and integrative bargaining models.
- Bargaining styles and negotiation goal setting.
- Relationship management and interest-based negotiation.
- Ethical issues in negotiation.
- Mutual gain and value creation in negotiations.
- Negotiation preparation, individual and team techniques, and post-negotiation evaluation.
Skills
- Explain game-theoretic ideas and distinguish distributive from integrative bargaining when selecting negotiation tactics.
- Identify bargaining styles, set negotiation goals, and manage relationships while leveraging interests.
- Analyze ethical dimensions of negotiation and pursue mutually beneficial outcomes through value creation.
- Prepare systematically for negotiations and apply individual and team techniques.
- Evaluate negotiation performance after the fact, identifying strengths and areas for improvement.
- Connect negotiation theory to practical judgment about effective and ineffective approaches.
- Use interests strategically rather than relying only on positional bargaining.
- Recognize which negotiation tactics are appropriate in different bargaining contexts.
Grades
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Catalog & offerings
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Grade history
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Explore recorded gradesRecorded 2026-10-14
Model outputs & technical records
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Model & dataset provenance
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