Negotiation

Catalog description

This course emphasizes legitimate and effective use of power to resolve conflicts and mobilize action through understanding the talent and self-interest of people involved in decision-making. This course prepares students to achieve organizational objectives through formal and informal channels. Students will learn to achieve a goal by applying negotiation skills within the formal and informal structures of an organization. Other topics include coalitions, types of power, liaison roles, persuasion, strategies and dynamics of deal-making and practical skills necessary to win in range of business transactions.