Negotiation Theory and Practice

Catalog description

Focuses on the theory and practice of negotiating as well as how theory and practice influence one another. Course readings, including both academic and research-based applied texts, address principles of effective negotiating and the impact of emotion, sex and culture on practice, among other topics. Students engage in a variety of applied negotiation activities and reflect on their experiences and the relevance of theory to their experiences (and vice versa) in written assignments and class discussion boards.