Negotiations Theory & Practice

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.

Course Details

Campus: 
Amherst
Format: 
Online
Level: 
Graduate
Subject: 
Accounting
Accounting and Finance
Business/Management
Casino Management
Finance
Finance and Operations Management
Number: 
SCH-MGMT 597L
Semester: 
Fall 2017
Registration Status: 
Closed
Registration: 
Monday, June 5, 2017 to Monday, September 18, 2017
Degree Finder Course Finder Request Information 877-MY-UMASS