Negotiation and Persuasion

Catalog description

This course covers theories, strategies, and ethics underlying negotiation and persuasion in contemporary organizations and societies. Students will learn the concepts and principles pertinent to real world negotiation process. It provides the students the knowledge and skills needed for effective negotiation and persuasion, psychological persuasive exchanges of the social contract, assessments of communication styles during negotiation and persuasion processes, empirical foundation of the discipline of relationship sales. Prerequisite: BUS 367 (Recommended)