BARGAINING, NEGOTIATING AND DISPUTE SETTLEMENT FOR MANAGERS
Learn about different bargaining theories and have the opportunity to apply these theories in exercises and role-playing cases. Improve negotiating skills and knowledge of the bargaining process.
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: Fall 2026 Learning Outcomes: 1. Analyze negotiation frameworks and bargaining contexts. Audience: Graduate 2. Demonstrate context-appropriate negotiation tactics used in preparation, opening, offering of concessions, and closing. Audience: Graduate 3. Utilize quantitative analysis to assess potential negotiation outcomes. Audience: Graduate 4. Reflect on ethical, relational, competitive, and cooperative dimensions in negotiation. Audience: Graduate Learning Outcomes: 1. Analyze negotiation frameworks and bargaining contexts. Audience: Graduate 2. Demonstrate context-appropriate negotiation tactics used in preparation, opening, offering of concessions, and closing. Audience: Graduate 3. Utilize quantitative analysis to assess potential negotiation outcomes. Audience: Graduate 4. Reflect on ethical, relational, competitive, and cooperative dimensions in negotiation. Audience: Graduate
Sources
- Course catalogue ↗2026-2027