Additional Information

Instruction Mode: Hybrid - Online & In Person
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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