EFFECTIVE NEGOTIATION STRATEGIES

Prerequisites & course information

Requisites: Graduate/professional standing or declared in graduate Business Exchange program Course Designation: Grad 50% - Counts toward 50% graduate coursework requirement Repeatable for Credit: No Last Taught: Summer 2026 Learning Outcomes: 1. Describe game theory and distinguish between distributive and integrative bargaining, recognizing appropriate tactics Audience: Graduate 2. Identify bargaining styles, set goals, improve relationships, and leverage interests effectively Audience: Graduate 3. Analyze ethical issues in negotiations and create mutual gain through value creation Audience: Graduate 4. Demonstrate thorough preparation for negotiations, use individual and team techniques, and evaluate post-negotiation strengths and areas for improvement Audience: Graduate Learning Outcomes: 1. Describe game theory and distinguish between distributive and integrative bargaining, recognizing appropriate tactics Audience: Graduate 2. Identify bargaining styles, set goals, improve relationships, and leverage interests effectively Audience: Graduate 3. Analyze ethical issues in negotiations and create mutual gain through value creation Audience: Graduate 4. Demonstrate thorough preparation for negotiations, use individual and team techniques, and evaluate post-negotiation strengths and areas for improvement Audience: Graduate