Course Detail
Units:
1.4
Course Components:
Lecture
Enrollment Information
Enrollment Requirement:
Prerequisite: Masters status in the School of Business.
Course Attribute:
University Connected Learning
Contract Classes
Description
The purpose of this course is to understand the theory and processes of negotiation in a variety of managerial contexts. The course is designed to be relevant to the various kinds of negotiation problems that are faced by managers. The course complements the technical and diagnostic skills learned in other courses. A basic premise of the course is that while a manager needs analytic skills to discover optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted by others and implemented in collaboration with them. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytic frameworks.