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AP/HRM 4490

Negotiations for Human Resource Management

3.0 credits

Winter 2025

Topics

  • Negotiation strategy and preparation
  • Bargaining tactics and psychology
  • Relationship management in negotiations
  • Case-based negotiation practice
  • Analysis of real negotiation outcomes

Readings

  • Required: Leigh Thompson, The Truth of Negotiations, 2nd ed., as titled in the outline.
  • Optional: Roger Fisher, William Ury and Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In.
Sources