Negotiation

3 units

Description: Managers spend the majority of their time negotiating, from negotiating schedules and vacation time to negotiating resource allocations to negotiating mergers and major policy decisions and their implementation. Skillful negotiation is a critical component of the toolbox of the successful manager. The purpose of this course is to improve students’ abilities to diagnose conflict situations and to analyze, plan, and conduct negotiations. The course material addresses negotiation as an effective means for implementing decisions and strategies and for resolving conflict in a variety of settings. The course format will involve simulated negotiations as well as experiential exercises, cases, discussion, and lectures. Students will be evaluated on case analysis, negotiation performance, and a final project. Students may not take both OB 5240 and OB 6240 for credit. Furthermore, students who take either of these courses for credit may not take OB 5610 for credit. OB 5240 and OB 6240 cover topics in greater depth than the shorter OB 5610 course; offer more opportunities for hands-on practice, learning, and feedback; and cover a wider range of additional topics.