ST-Negotiation 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.

Course Details

Campus: 
Amherst
Format: 
Online
Level: 
Graduate
Subject: 
Accounting
Accounting and Finance
Business / Management
Casino Management
Finance
Finance and Operations Management
Sport Management
Number: 
SCH-MGMT 597L
Semester: 
Fall 2021
Registration Status: 
Closed
Registration: 
Tuesday, June 1, 2021 to Wednesday, September 15, 2021