Nazlı Bhatia

Nazlı Bhatia
  • Lecturer

Contact Information

Overview

Nazlı is an Associate Professor of Practice at the School of Arts and Sciences 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 organizational behavior. In the past, she has also taught courses on power and influence, 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.

For more on Nazlı’s work, you can visit her personal website at www.nazlibhatia.com.

Continue Reading

Research

Please see CV and personal website.

Teaching

Current Courses (Fall 2022)

  • 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.

    OIDD6910406 ( Syllabus )

    OIDD6910410

  • 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.

    MGMT6910406 ( Syllabus )

    MGMT6910410

  • 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.

    LGST8060406 ( Syllabus )

    LGST8060410

  • BDS5110 - 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 through Path@Penn.

    BDS5110675

  • BDS5250 - Organizational Behavior

    In order to successfully manage an organization, its groups, and its individuals, you need to first understand why people in a given organization do what they do. In other words, an understanding of the human side of management and an ability to communicate that understanding are essential to your success in any career you choose. This course assumes that in order to accomplish organizational goals; you will need to work for other people, work with other people, and supervise other people. To do so effectively, you need to understand the behavioral science behind organizations. This course will survey several topics in service of this goal, including decision biases, motivation, power and influence, networks, diversity, team processes and culture. Throughout, you will be asked to demonstrate your knowledge of these concepts and your ability to use them to analyze situations as well as to provide prescriptions for change. Permits offered to non-MBDS students if space is available.

    BDS5250675

All Courses

  • BDS5110 - 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 through Path@Penn.

  • BDS5120 - 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.

  • BDS5250 - Organizational Behavior

    In order to successfully manage an organization, its groups, and its individuals, you need to first understand why people in a given organization do what they do. In other words, an understanding of the human side of management and an ability to communicate that understanding are essential to your success in any career you choose. This course assumes that in order to accomplish organizational goals; you will need to work for other people, work with other people, and supervise other people. To do so effectively, you need to understand the behavioral science behind organizations. This course will survey several topics in service of this goal, including decision biases, motivation, power and influence, networks, diversity, team processes and culture. Throughout, you will be asked to demonstrate your knowledge of these concepts and your ability to use them to analyze situations as well as to provide prescriptions for change. Permits offered to non-MBDS students if space is available.

  • LAW5180 - 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.

  • 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.

Awards and Honors

  • Wharton Teaching Excellence Award, 2017-2022
  • William G. Whitney Award for Distinguished Teaching, 2018
  • Outstanding Article Award, International Association for Conflict Management, 2016

Knowledge at Wharton

What the FTX Collapse Means for the Cryptocurrency Market

The rapid fall of FTX makes clear that better regulation is necessary to protect investors and reduce crime in the cryptocurrency market. Wharton’s Kevin Werbach, a longtime advocate of stronger oversight, explains why the path to regulation isn’t a straight line.Read More

Knowledge @ Wharton - 11/22/2022
Building a Team to Lead in a Crisis: Four Key Steps

In this Nano Tool for Leaders, Wharton Dean Erika James and Simmons University President Lynn Perry Wooten offer an action plan to successfully manage any crisis by leveraging the right team.Read More

Knowledge @ Wharton - 11/22/2022
How Premium Financial Market Services Drive Out Ordinary Investors

Many investors are scared away when more sophisticated institutional investors gain access to trading advantages such as high-speed data. Pricing those services correctly is critical to preserving liquidity, according to new Wharton research.Read More

Knowledge @ Wharton - 11/22/2022