Sep 21, 2018  
2017-2018 Graduate Catalog 
    
2017-2018 Graduate Catalog [ARCHIVED CATALOG]

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BUS 623 - Negotiation Skills for Managers


This course will focus on the theory of negotiation and the methods and techniques necessary to reach a satisfactory conclusion to negotiations which might arise in a variety of different situations. Through lecture, in-class negotiations, and practical exercises, students will learn and practice the elements of negotiation, how to prepare for negotiation, and how to negotiate. Emphasis will be placed on the necessity to adopt negotiating strategies and techniques which will be most effective in getting the job done and in meeting the objectives of their organization. An important aspect of the course is to examine past negotiation experiences of the students and to apply the principles learned in the course to those experiences.

Credits: 3



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