Students at the University of Chicago are exploring the intricate art of negotiation in a course led by Professor Boaz Keysar. Titled "The Psychology of Negotiation," the class shifts away from conventional beliefs surrounding negotiation tactics. "The most common misconception is that negotiation is a war," Keysar stated. He aims to dismantle this mindset and explore its psychological roots.
Keysar, a seasoned psychology professor, has taught this class for 18 years. He refrains from focusing on techniques, instead delving into the cognitive biases, emotional dynamics, and trust-building elements within negotiations. "The negotiation" course encompasses students from diverse fields like English, physics, and political science. Through lectures and practical exercises, students engage in scenarios ranging from coalition negotiations to business deals.
"Students get very invested in the negotiations, sometimes pretty emotionally," Keysar noted. This approach not only provides practical skills but also fosters a sense of community within the class. George Hagle, a fourth-year student, commented on how the course has altered his perspective on the significance of cooperation.
Keysar places emphasis on cooperation to maximize potential outcomes for both parties. "This shift in mindset is one of the key transformations students experience," Hagle remarked. The collaborative element of the class also contributes to a unique learning environment, as noted by Hagle.
The course encourages students to put theory into practice, preparing them for real-world negotiation scenarios. "This is an incredibly useful course for all majors. It has taught me how to find creative solutions to complex issues between multiple parties," said Campbell Herring, another fourth-year student.
Keysar frequently hears from former students who recognize the real-world applications of the course. As a piece of advice for negotiations, he suggests: "Do a lot of preparation, and develop a really good alternative."