— Negotiations in Organizations

Prerequisites & course information

Course Description: Basic theory of negotiation; applies theory to process of building teams to achieve business purposes. Covers integrative and distributive strategies of claiming value, how to recognize bargaining tricks, uncovering hidden agendas, brainstorming to extend Pareto frontier. Learning Activities: Lecture 4 hour(s). Grade Mode: Letter. Learning Activities: Lecture 4 hour(s). Grade Mode: Letter.