This course aims to provide students with the practical skills they need to become effective negotiators. Students will participate in in-class negotiation exercises, mini-lectures, and discussions on a weekly basis. By the end of the term, students will have learned the fundamentals of distributive and integrative bargaining as well as an array of social influence strategies in order to succeed as a negotiator.

This course offers an overview of the psychology of people in organizations, broadly defined. Topics will focus on social dynamics in organizations, including employee motivation, influencing others, decision-making, cooperation, culture, leadership, and teams, to name a few. The format of the course will comprise lectures, general discussions, and smaller seminar discussions. To complement the standard reading material, case studies will also be read as a common touchstone for analyzing and discussing psychological phenomena in a real world organizational context.

The main goal of this course is to increase your understanding of the psychology of marketing, with an emphasis on understanding the psychology that underlies our consumption activities. Through lectures, classroom demonstrations, activities, group projects, discussions, and background reading, you will learn about consumer psychology from an organizational perspective.