Course Code: 30521, Lectures: 3, Credits: 3

To learn how to manage negotiations in the context of engineering entrepreneurship.

Comprehending the parties’ objectives and interests. The bottom line and Best Alternative To a Negotiated Agreement (BATNA), constructing and maintaining a relationship, Prisoner’s Dilemma and cooperation, training in Game Theory, interactive solution of problems in distributive situations (“Zero Sum”) or situations of mutual profit (“win-win”). Psychological and emotional aspects. Techniques of anchoring, proposals, and counterproposals. Implementing the concept of optimization in negotiation. Unification of subjects as opposed to individual treatment. Power and leverage, agents, ethics, multilateral negotiations - creating coalitions. Selecting allies. Gender and culture, body language.

With the successful completion of this course, the students should be capable of negotiating and acquainted with the concepts of negotiation as they occur in the real world.

Acuff, F.L. 2008. How to Negotiate Anything with Anyone Anywhere Around the World.

Compulsory Reading Matter
Shell, Richard (2000). Bargaining for Advantage

Further Reading Matter

  • Many good articles about negotiations have been published in the Harvard Business Review and they can be obtained at
  • Sebenius, James (2001). Six Habits of Merely Effective Negotiators
  • Paranikas, Whiteford, Tevelson and Belz (2015). How to Negotiate with Powerful Suppliers
  • Goldberg and Brett (2017). How to Handle a Disagreement on your Team
  • Brooks (2015). Emotion and the Art of Negotiation
  • And many more that I will mention during the semester