2017-2018 Academic Catalog 
    
    Feb 06, 2023  
2017-2018 Academic Catalog [ARCHIVED CATALOG]

MGMT 5304 - Negotiating Difficult Transactions


This skill-building course is designed to help students improve their negotiation and dispute-resolution techniques. Students will study the psychological concepts and theories of negotiation. They will also explore their own personal negotiation and conflict-resolution styles. The course relies heavily on the use of role-playing exercises, case studies and class discussions. Topics studied will include distributive and integrative bargaining, communication and persuasion, power, conflict and intergroup/international negotiation.

 

Anticipated Terms Offered: Varies