Gus Cooney
- Lecturer
Contact Information
- Primary Email:
gusco@wharton.upenn.edu
- office Address:
3730 Walnut Street
553 Jon M. Huntsman Hall
Philadelphia, PA 19104
Research
Maurice Schweitzer, Krueger, K. Erica Boothby, Gus Cooney (Forthcoming), Negotiation.
Maurice Schweitzer, Erica Boothby, Gus Cooney (2023), Embracing Complexity: A Review of Negotiation Research, Annual Review of Psychology, 74: 12.1-12.34 ().
Abstract: We negotiate daily with employers, coworkers, merchants, friends, romantic partners, children, and more. The outcomes of these negotiations affect the prices we pay, the salaries we earn, where our next vacation will be, and whether our children will finish their vegetables. In a review of the literature, we identify emerging trends in negotiation scholarship that embrace complexity, such as research that finds moderators of effects that were initially described as monolithic, examines the nuances of social interaction, and approaches negotiation as it occurs in the real world. All told the negotiation literature has produced many important and practical insights, and the existing research highlights negotiation as an exciting context for examining human behavior, characterized by features such as strong emotions, an intriguing blend of cooperation and competition, the presence of fundamental issues such as power and group identity, and outcomes that deeply affect the trajectory of people’s personal and professional lives. Finally, of particular interest is the potential crosstalk between negotiation research and emerging research on conversation, which is something that I am actively pursuing.
Teaching
Current Courses (Fall 2024)
LGST8060 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
LGST8060402 ( Syllabus )
LGST8060403 ( Syllabus )
LGST8060404 ( Syllabus )
LGST8060405 ( Syllabus )
MGMT6910 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
MGMT6910402 ( Syllabus )
MGMT6910403 ( Syllabus )
MGMT6910404 ( Syllabus )
MGMT6910405 ( Syllabus )
OIDD6910 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
OIDD6910402 ( Syllabus )
OIDD6910403 ( Syllabus )
OIDD6910404 ( Syllabus )
OIDD6910405 ( Syllabus )
All Courses
LGST8060 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
MGMT6910 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.
OIDD6910 - Negotiations
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910/OIDD 6910/LGST 8060. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.