SPRING 2016 // LGST #206, MGMT #291, OPIM #291 Section 407
University of Pennsylvania, Wharton School
Instructor: Dr. Jennifer Beer
This syllabus will be updated throughout the semester and the latest version posted on Canvas.
Canvas also contains all readings, handouts, course notes, assignment instructions, and web links.
What will you learn from this course?
Welcome to Wharton’s Negotiation & Dispute Resolution course. I hope this class will be stimulating,
informative, and build your confidence for the many kinds of negotiations you will encounter in your
To make your ideas and goals a reality, you need to know how to elicit resources and generous
cooperation from others. This course is designed to improve your effectiveness in negotiating and in
handling conflicts. We will look at several types of business negotiations — purchasing and sales, joint
ventures, agents, partnerships, labor agreements, as well as the negotiations involved in working within
an organization. We will also bring in examples from personal and political negotiations.
Objectives: By the end of the semester, you should have basic competence in 4 areas:
1. Concepts–Understand and be able to explain to a less skilled negotiator:
How to analyze situations to determine what negotiation approach might work best.
Factors that facilitate and those that hinder effective negotiation and conflict resolution.
Importance of information, interests, priorities, perspectives, leverage.
Emotional and mental aspects of negotiation.
Ethical and cross-cultural issues.
2. Action—skills in preparation, communication, strategy, teamwork:
How to gather useful and accurate information before and during negotiation.
How to determine what to reveal when, and how to frame it.
Strategic choices: goals & priorities, structuring the process, trading for a workable deal.
Creating a positive environment for communication, honesty, and staying on good terms.
Finding interests, effective problem-solving
Handling multi-person and multi-party situations — agents, coalitions, teams.