2012-2013 Academic Catalog 
    
    May 26, 2024  
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2012-2013 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.

Prerequisites: MGMT 4302 
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