This course discusses two major types of negotiation – deal making and dispute resolution – by studying systematically how to manage the four major phases – diagnosing the situation, shaping the structure, managing the process, and assessing the results – both at and away from the negotiation table. The first part of this course emulates the basic framework and core content of Harvard University’s Negotiation Program initiated by Howard Raiffa and jointly implemented by Harvard Business, Law, and Government Schools. More specifically, this part covers five topics as follows:

Part I. Fundamentals
1. Decision perspectives and game theory
2. Negotiation analysis
Part II. Two-party distributive negotiations
3. Complexities: uncertainty and time
4. Auction and bids
Part III. Two-party integrative negotiations
5. Template design, evaluation, and analysis
6. Behavioral realities and noncooperative others
Part IV. External help
7. Facilitation and mediation
8. Arbitration
9. Fairness
Part V. Many parties
10. Group decisions and consensus
11. Coalitions and pluralistic parties
12. Multiparty interventions

The second part of this course goes beyond the basic models and dives deep into several special topics, including strategic moves, using non-peaceful means, collective bargaining, government games, international negotiation, and legal issues.