Money, Negotiation & You

Money, Negotiation & You

Professor Sheila Heen
Spring 2022 seminar
T 1:45pm - 3:45pm
2 classroom credits

Prerequisites: Negotiation Workshop

Exam Type: No Exam

Money and other quantifiable outcomes grab our attention, and are the simplest yardstick by which negotiation outcomes are measured. Yet many report that negotiating over money is uncomfortable, and particularly when representing themselves. This seminar will delve into the research on self-agency, mental accounting, decision biases, fair pay, and our own narratives about money and identity, and will explore ways to strengthen our comfort and ability to advocate effectively for ourselves.

Subject Areas: Procedure & Practice