Negotiation

Catalog description

An introductory survey of topics of negotiations in business. There are two major objectives for this course: 1) explore the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution; and 2) help students develop the sophistication to analyze bargaining and conflict relationships, and to learn (through class discussion and self-assessment) about their own individual “bargaining styles.” The course is designed to be relevant to the broad spectrum of bargaining “problems” that are traditionally faced by a business manager or professional. Thus, the content is not restricted to students interested in one business discipline or industry. Students pursuing careers in sales, marketing, merger and acquisition, banking, purchasing, real estate, entrepreneurship and other areas that require skill in negotiation and persuasion should find the course useful and relevant. Prerequisite(s): MGMT 2106 >= C and MGMT 3500 >= C Lecture Hours: 3 Contact Hours: 3 Repeatability: May not be repeated for credit. Grade Mode: N- Normal (A, B, C, D, F) Schedule Type (Primary): Lecture Click here for the Schedule of Classes.