Course Detail
Course Components:
Enrollment Information
Enrollment Requirement:
Prerequisites: Graduate Standing or Masters Status in the School of Business.
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.