Negotiation Strategy Skills

3 Credits · Level: Graduate

The purpose of this course is to provide students with an understanding of current negotiation theory and practice. Students will study negotiation theories, research and techniques. As a result of taking this course, students will have an understanding of how to negotiate effectively in transactions, as managers, and to build effective teams. The materials for this course will consist of readings, negotiation scenarios, and real-life examples. Students will engage in skill-building exercises, actual negotiations, classroom and online discussions, individual presentations, and close reading of assigned texts and other materials. Students will have an opportunity to explore negotiation theory and practice different styles and techniques, and develop their own strategic approaches to negotiations.