Course Detail
Units:
1.5 - 3.0
Course Components:
Lecture
Enrollment Information
Enrollment Requirement:
Prerequisites: Graduate Standing or Masters Status in the School of Business.
Description
This course examines processes and techniques of negotiating in organizational settings. Students develop negotiation skills through extensive case analyses, role-playing, and simulations. Negotiations examined in the class include negotiating between individuals, buyers and sellers, bosses and subordinates, departments and groups, and large collectivities such as labor and management. There is a fee for this class to cover the copyright costs of the negotiation exercises.