Nazli M Bhatia

Nazli M Bhatia
  • Lecturer

Contact Information

Links: CV

Overview

I am a senior research fellow at the Psychology Department and a lecturer at the Wharton School at the University of Pennsylvania. I am a scholar and teacher of negotiation: a topic that has fascinated me since my undergraduate studies. My research on negotiation focuses on rhetorical strategies, which I define as the different ways in which proposals, offers, and concessions of equal magnitude can be presented to influence the negotiation process and outcome. Within this work, I examine the impact of the framing of concessions and concession requests on negotiators’ perceptions as well as outcomes. Moreover, I also look at how first offers of the same magnitude can lead to different economic outcomes based on how they are presented to offer-receivers.

Currently, I feel lucky that I am teaching negotiation in two different classes to a diverse array of students. I am teaching Negotiation & Conflict Resolution at the undergraduate level at the Wharton School. This is an applied course, which aims to provide students with a practical skillset to become better negotiators. I am also teaching Negotiation Behavior to the inaugural class of the Master of Behavioral and Decision Sciences at Penn. This course is a combination of theory and practice, where students not only receive prescriptive advice on how to negotiate but also get an in-depth understanding of the theory behind this advice through a survey of the academic literature on negotiations.

I received my Ph.D. in Organizational Behavior and Theory at the Tepper School of Business at Carnegie Mellon University in 2014. Prior to my appointment at Penn, I worked as an assistant professor in Portugal and in Qatar, thus having had the pleasure of teaching a diverse array of students. I am a national of Turkey and I currently reside in Philadelphia with my husband Sudeep and our cat, Meshky.

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Teaching

Current 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 511675

  • BDS 512 - Power, Pers & Influence

    For permits please see: https://www.sas.upenn.edu/lps/graduate/mbds/permit-request 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.

    BDS 512675

  • LGST206 - Negotiation/conflict Res

    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.

    LGST206407 ( Syllabus )

  • MGMT291 - Negotiations

    This course includes not only conflict resolution but techniques which help manage and even encourage the valuable aspects of conflict. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in conflict management situations. The purpose of this course is to understand the theory and processes of negotiations as it is practiced ina variety of settings. The course is designed to be relevant to the broad specturm of problems that are faced by the manager and professional including management of multinationals, ethical issues, and alternative dispute resolutions. Cross listed w/ LGST 206 and OIDD 291.

    MGMT291407 ( Syllabus )

  • OIDD291 - Negotiations

    Negotiation is the art and the science of creating good agreements between two or more parties. This course develops managerial negotiation skills by mixing lectures and practice, using cases and exercises in which students negotiate with each other. The cases cover a wide range of problems and settings: one-shot deals between individuals, repeated negotiations, negotiations over several issues, and negotiations among several parties (both within and between organizations). Class participation and case studies account for half the course grade. Students will also write about a negotiation experience outside of class.

    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

    For permits please see: https://www.sas.upenn.edu/lps/graduate/mbds/permit-request 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.

  • LGST206 - NEGOTIATION/CONFLICT RES

    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.

  • MGMT291 - NEGOTIATIONS

    This course includes not only conflict resolution but techniques which help manage and even encourage the valuable aspects of conflict. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in conflict management situations. The purpose of this course is to understand the theory and processes of negotiations as it is practiced ina variety of settings. The course is designed to be relevant to the broad specturm of problems that are faced by the manager and professional including management of multinationals, ethical issues, and alternative dispute resolutions. Cross listed w/ LGST 206 and OIDD 291.

  • OIDD291 - NEGOTIATIONS

    Negotiation is the art and the science of creating good agreements between two or more parties. This course develops managerial negotiation skills by mixing lectures and practice, using cases and exercises in which students negotiate with each other. The cases cover a wide range of problems and settings: one-shot deals between individuals, repeated negotiations, negotiations over several issues, and negotiations among several parties (both within and between organizations). Class participation and case studies account for half the course grade. Students will also write about a negotiation experience outside of class.

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