NEG-7310 Negotiations
Negotiation is a critical skill for leadership and management as well as for daily life. This course will examine the major concepts and theories of bargaining and negotiation as well as the dynamics of interpersonal and intergroup conflict and its resolution. The course will explore the nature of negotiation and the importance of strategizing and planning for negotiation in the context of both distributive bargaining and integrative negotiation. Additionally the course will cover negotiation subprocesses including communication, perception, biases, social contexts, multiparty negotiations, individual differences, global negotiation, and identifying or creating leverage. Finally, the course will examine the key concepts of outcomes, dispute resolution, and remedies. Students will participate in a group negotiation project, and each student will complete a personal "Best Practices Manual for Negotiation" as a final project for the course. This manual will provide a practical framework for approaching business and personal negotiation.