Power, Status and Negotiations
This course introduces participants to social exchange theories and their applications in negotiations. We examine a long theoretical tradition of social exchange theory in social psychology, sociology and anthropology to establish a framework for linking network structures with negotiated exchanges. Central to this framework are four principal components: resources, power, brokerage and status. As we explore each of these components, we explore their relevance in simulated negotiated settings. Method of Evaluation Students will be evaluated based on three components: (1) class participation; (2) participation in and performance on in-class exercises; (3) a final paper. Students will be afforded an opportunity to revise the final paper. Required Reading Coleman, James S. Foundations of Social Theory. Cambridge, MA: Harvard University Press (1990). Molm, Linda D. Coercive Power in Social Exchange. Cambridge, UK: University of Cambridge Press (1997). Cialdini, Robert B. Influence: Science and Practice. Needham Heights, MA: Allyn & Bacon (2001).
Catalog Number: LITARB 623