Negotiations

Catalog description

This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills. Cross-listed with MGMT 6910 / OIDD 6910 / LGST 8060 . Format: Lecture, class discussion, simulation/role play, and video demonstrations. Materials: Textbook and course pack.