The course Negotiation Theory and Practice examines negotiation fundamentals, including the two core strategies of competitive (win-lose) negotiation and integrative (win-win) negotiation. Course content focuses on negotiation preparation, strategy formulation, determination of goals and objectives, and processes for bringing about a successful settlement. The course will also explore psychological processes, power dynamics, communications at all stages of negotiation, ethical issues and the challenges of cross-cultural negotiations. The format of the course will be organized around a series of bargaining simulations and cases that are supported by readings, videos, and cases. Part of the Isenberg MBA program. Registration opens 6/5, non-degrees can register starting 6/19.
Negotiations Theory & Practice
Accounting and Finance
Finance and Operations Management
Monday, June 5, 2017 to Monday, September 18, 2017