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    • 21336-01
    • Power, Status and Negotiation
    • Eigen
    • Mon 4:10 PM-5:35 PM
      Wed 4:10 PM-5:35 PM
    • 3
    • -
    • open enrollment
    • not applicable

    Power, Status and Negotiation (21336). 3 units. This course will introduce participants to social exchange theory and its application to negotiations. We will first work to understand how structures of networks and resource dependence influence outcomes of negotiated and reciprocal exchange. To do this, we will study four components of social exchange theory: resources, power, brokerage, and status. We evaluate questions such as: When are actors more or less likely to resort to coercive power? When are they more likely to resort to reward power? Which is more effective? How does status impact power and exchange outcomes? We then study how negotiation processes may be informed by structure in influencing outcomes of exchange. Here we evaluate when and how actors influence outcomes in their negotiations using information about network structures and resource dependence models. Students participate in five negotiation exercises in and out of class, and complete written assignments based on these exercises and the reading materials. Z. Eigen.

    Location: ASH40 - A005 (Mon)
    ASH40 - A005 (Wed)
    Grade mode: graded
    CRN: 20349