This course discusses two major types of negotiation – deal making and dispute resolution. It emulates the basic framework of Harvard University’s Negotiation Program initiated by Howard Raiffa and covers five topics as follows:

I. Fundamentals
1. Decision perspectives and game theory
2. Negotiation analysis

II. Two-party distributive negotiations
3. Complexities: uncertainty and time
4. Auction and bids

III.Two-party integrative negotiations
5. Template design, evaluation, and analysis
6. Behavioral realities and noncooperative others

IV. External help
7. Facilitation and mediation
8. Arbitration
9. Fairness

V. Many parties
10. Group decisions and consensus
11. Coalitions and pluralistic parties
12. Multiparty interventions

This course focuses more on the science than on the art of negotiation. Therefore this course follows the academic legacy of decision science and game theory and a significant effort is devoted to understanding game theory, asymmetric information and mechanism design. In this regard, the contributions of several Nobel laureates in economics (with award year) will be emphasized: Nash (1994); Akerlof, Spence and Stiglitz (2001); Schelling (2005); Ostrom and Williamson (2009); and Shapley (2012).
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