The Psychology of Negotiation: Understanding Behaviour, Bias & Influence

Course description

This seminar explores the psychological foundations of negotiation in various contexts (such as: politics, leadership, team decision-making), combining theory with hands-on practice. Students will learn how cognitive biases, perception, emotion, and social framing shape negotiation outcomes. 

We will examine key negotiation theories, including the Harvard Negotiation Concept, and explore core concepts such as positions vs interests, anchoring, framing, BATNA, and power dynamics. Using a behavioural lens, the course looks at how people actually behave in negotiations. A central feature of the course is a series of 3–4 negotiation exercises, which become gradually more complex and realistic. These range from dyadic simulations to multi-party or political negotiation settings. Each simulation is followed by structured debriefs and reflection to deepen learning and self-awareness.