Negotiation

(1.5 Credit Hours) · Undergraduate

Your career success will depend in part on your ability to reach agreements with other parties on important matters when the interests of the other parties may be in opposition to your own. Improving this skill, the skill of negotiation, is the focus of this course. We use classic theory, recent research findings, and a series of role-play exercises to introduce you to all phases of the negotiation process. You will learn how to prepare for success, perform well in the negotiation interaction, and recognize post-settlement opportunities. The role-play exercises feature a variety of situations and issues for the broadest range of experiential learning.