In this course, you will learn the main principles, concepts, tools, and skills of negotiations and bargaining. These will not only help you develop a good understanding of the subject but will also equip you with what is needed to be a “successful” negotiator. We will give primary attention to negotiation and bargaining in legal contexts. These include: contract negotiations; bargaining during the performance of long-term contracts and during other long-term relationships; bargaining between a business firm and its employees, customers, suppliers, vendors, and investors; bargaining among business firms regarding joint ventures and supply chain management; and bargaining during legal conflicts, both before and during litigation. You will learn how to identify the parties’ relative bargaining power and how to increase bargaining power–e.g., by using pre-commitment devices and acquiring information. You will also learn about the factors that can lead to quick, efficient agreements and those that can lead to costly delays and bargaining breakdowns, including the role played by bargaining procedures, informational gaps between parties, “credible” and “non-credible” threats, and trust and fairness.