- Schedule of Classes - February 20, 2020 7:14PM EST
- Course Catalog - February 20, 2020 7:15PM EST
Course information provided by the Courses of Study 2019-2020.
No description available.
Regular Academic Session.
Credits and Grading Basis
3 Credits GradeNoAud(Letter grades only (no audit))
Class Number & Section Details
- WIves Hall 109
Provides understanding of the theory and the processes of negotiation as practiced in a variety of organizational settings. The course is designed for relevance to the broad spectrum of bargaining problems faced by the manager and the professional. It allows students the opportunity to develop negotiation skills experientially and to understand negotiation by using analytical frameworks. General topics include distributive bargaining, integrative negotiations, psychological biases, sources of power, and multiparty negotiations. Advanced topics include dispute resolution, emotionally intelligent negotiations, and team on team negotiations (e.g., union-management, mergers). Simulations, exercises, role playing, and cases are emphasized.
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