Negotiation and Dispute Resolution

Catalog description

The art of negotiation and the agony of dispute resolution are studied. With regard to negotiation, topics covered include developing negotiating strategies, study of the sales cycle, creating requests for proposals and responses, an examination of standard contract terms and global ethical issues. The study of dispute resolution includes a comparison of litigation and arbitration, agreements to arbitrate and the law of arbitration, and mediation and other ADR techniques.