MGT-5424: Business Negotiation: Strategies, Tactics and Skills

Description: Examines negotiating as a process where two or more parties seek to build upon their common interests and manage their divergent ones. Both the context of negotiations and the skills of the parties in rational analysis and interpersonal relationships determine whether an agreement can be reached and the quality of the outcomes for the participants. Extensive use is made of simulated negotiation exercises followed by analysis of outcomes to enable students to practice applying concepts and theories developed by economists and social psychologists to concrete business cases. Pre-requisite: Graduate standing in the MBA program

Pathways: N/A

Course Hours: 3 credits

Corequisites: N/A

Crosslist: N/A

Repeatability: N/A