LEGAL 6100

Mastering Negotiations

Course Description

Course information provided by the Courses of Study 2022-2023.

This course will introduce you to basic negotiation terminology. You will learn about the difference between distributive and integrative negotiation, and how to use each of these approaches to negotiation to create maximum value. You will then learn how to balance these two approaches in order to further your chances of making a deal and create even greater further value. By the end of the course, you will have the tools to not only split the pie but also grow the pie in a way that would benefit you and your negotiating partner. Negotiations don't necessarily have winners and losers. Through collaboration, it is possible to create value in a way that allows both parties to get most of what they want.

When Offered Fall.

View Enrollment Information