AE

Allison Elias

Assistant Professor
Unit: Darden School of Business
Department: Darden Graduate School of Business
Office location and address
90 Darden Blvd
Charlottesville, Virginia 22903
GBUS 8930: Negotiations
Credits: 2
This course focuses on two-party negotiations in a wide variety of settings ranging from simple buyer-seller bargains to complex, multi-issue strategic relationships. Most class sessions revolve around the results of negotiations between class members that are conducted prior to class, as preparation for the session. The results of these negotiations are displayed each day and provide an opportunity for explicit feedback on each student's negotiating performance. Class discussion reviews the wide variety of experiences in the specific negotiation and develops and tests hypotheses regarding effective behaviors, tactics, and strategies. The resulting ideas are reinforced and further developed through a series of weekly readings. Finally, the course offers several frameworks for codifying each student's negotiation toolkit and for describing each student's negotiation behavior.