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LS 319

Negotiation: Theories and Strategies

Undergraduate

Winter 2020

Topics

  • Interest-based negotiation
  • Negotiation models
  • Preparing negotiation strategies
  • Negotiation skills and role-play

Readings

  • Getting to Yes: Negotiating Agreement Without Giving In
    Roger Fisher; William Ury; Bruce Patton · required
  • Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
    Deepak Malhotra · required
Sources