|Successful managers often need to draw on their ability to negotiate. This course will guide you through the science and art of negotiation. You will learn theories of negotiation during lectures and through assigned readings, and you will learn the practice of negotiation through exercises and case analyses. Throughout the course, you will develop an understanding of how negotiation situations might be structured and what kinds of biases can interfere with successful negotiation (as well as strategies for avoiding these biases).|
|Articles, cases, and handouts will be available through the CoursePack and Course Reserves in Chalk. Purchase of CoursePack is required. The digital CoursePack code will allow access to required digital copyrighted materials not in Course Reserves. Additionally, required copyrighted handouts/cases will be passed out in class which are a portion of the CoursePack fee.|
|Based on weekly attendance (at your enrolled section), preparation, and class participation; analytical exercises; short written assignments; and a final group project. Due to the nature of this course, all students considering and/or enrolled must attend the first week of class. Cannot be taken pass/fail. No auditors. Provisional grades provided.
Description and/or course criteria last updated: 6/12
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