MGMT 6804

Bargaining and Negotiation

Designed as a seminar in bargaining, negotiation and interpersonal conflict management. Through simulations, role plays and personal experience, students practice and develop their negotiation skills and see how negotiations differ depending on the type of situation encountered. Specific topics covered include: the nature of negotiation, the role of the negotiation context, interdependence and power, strategies and tactics of distributive and integrative bargaining, negotiation ethics and interpersonal conflicting resolution

Units: 3.0

Hours: 3 to 3