Negotiations.

Catalog description

This course is designed to provide practical negotiating knowledge primarily through hands-on experiential exercises. Topics covered are useful to the practicing manager and readings and lectures are designed to reinforce lessons learned during actual negotiations. Some of the topics covered: using agents in negotiation, establishing value, distributive and integrative bargaining, working across diverse contexts, and employing (and defending) against common negotiation tactics. Prereq or Coreq: Admission in MBA or MBA Agribusiness or MSBA or graduate certificate in Leadership and Managerial Skills.