Nazlı Bhatia

Nazlı Bhatia
  • Lecturer

Contact Information

Links: CV

Overview

Nazlı is a senior research fellow at the Psychology Department and a lecturer at the Wharton School. In her research, Nazlı seeks to better understand the powerful role words can play in a variety of interpersonal contexts. The main domain she explores this question is negotiation, where she studies rhetorical strategies, that is, the different ways in which proposals, offers, and concessions can be presented to influence the negotiation process and outcome. Though past research has mostly treated the bargaining process as an exchange of numbers, Nazlı‘s work finds that the way in which offers are communicated critically influence interpersonal and economic outcomes in negotiation.

Nazlı‘s teaching is closely related to her research. Currently, at Penn, she is teaching two different courses on negotiation as well as a course on power and influence. In the past, she has also taught courses on organizational behavior, cross-cultural management, and managing teams.

Nazlı received her Ph.D. in Organizational Behavior and Theory at the Tepper School of Business at Carnegie Mellon University in 2014. Prior to Penn, she worked as an assistant professor in Portugal and in Qatar.

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Research

Please see CV.

Teaching

Current Courses

  • BDS 512 - Power, Pers & Influence

    Power and influence are fundamental for taking action in personal relationships, professional contexts and in society in general. To be able to use them effectively, however, we need to understand the nature, sources, uses and development of power and influence in these various contexts. To accomplish this goal, this course will survey theories of power, persuasion and influence from multiple disciplines and discuss their application to everyday actions. Permits offered to non-MBDS students if space is available. Request a permit here: http://www.sas.upenn.edu/lps/graduate/mbds/permit-request

    BDS 512675

  • LGST206 - Negotiations

    LGST206407 ( Syllabus )

  • MGMT291 - 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.

    MGMT291407 ( Syllabus )

  • OIDD291 - 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.

    OIDD291407 ( Syllabus )

Past Courses

  • BDS 511 - NEGOTIATION BEHAVIOR

    We negotiate every day-with merchants, service providers, employers, coworkers, friends, and family-determining the price we will pay, the amount of our compensation, where to go to dinner, who will clean the kitchen, etc. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? Over the past few decades, research in social psychology and decision science has sought the answer to this question and created a rich body of knowledge on bargaining behavior, leading to a well-validated prescription on how to negotiate. In this course, you will learn both the how and the why of negotiation behavior. Through role-playing exercises, you will be able to evaluate your own negotiation behavior as well as that of your classmates and receive advice on how to optimize it to achieve your desired outcomes. Importantly, you will also read and discuss research articles that have led to such practical advice. Non-MBDS students may request a permit to register at www.sas.upenn.edu/lps/graduate/mbds/permit-request.

  • BDS 512 - POWER, PERS & INFLUENCE

    Power and influence are fundamental for taking action in personal relationships, professional contexts and in society in general. To be able to use them effectively, however, we need to understand the nature, sources, uses and development of power and influence in these various contexts. To accomplish this goal, this course will survey theories of power, persuasion and influence from multiple disciplines and discuss their application to everyday actions. Permits offered to non-MBDS students if space is available. Request a permit here: http://www.sas.upenn.edu/lps/graduate/mbds/permit-request

  • INSP398 - SENIOR THESIS

    The senior thesis course is a capstone for seniors in the Huntsman Program in International Studies and Business. Students in the Huntsman Program should consult with the Huntsman Program advisors for more information.

  • LAW 518 - 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 691/OIDD 691/LGST 806. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • LGST806 - 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 691/OIDD 691/LGST 806. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • MGMT291 - 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.

  • MGMT691 - 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 691/OIDD 691/LGST 806. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

  • OIDD291 - 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.

  • OIDD691 - 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 691/OIDD 691/LGST 806. Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.

Awards and Honors

  • Wharton Teaching Excellence Award, 2017-2018
  • William G. Whitney Award for Distinguished Teaching, 2018
  • Outstanding Article Award, International Association for Conflict Management, 2016

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