MGMT 4720 - Negotiation Skills

5 credit hours
Formerly - MGMT 472

Bargaining behavior and influence skills are key components of any negotiation. We negotiate daily with potential employers, co-workers, bosses, landlords, merchants, service providers, partners, parents/children, friends, roommates, and many other people. Although we negotiate often, many of us know very little about the strategy and psychology of effective negotiation. The purpose of this course is to develop expertise in managing transactional and dispute resolution negotiations. It is designed to be relevant to a broad spectrum of problems faced by workers and managers in the modern organization. To succeed in the business world requires not only the analytical skills needed to discover optimal solutions to problems, but also good negotiation skills to get these solutions accepted and implemented. The skill set developed in this course will serve students in both their personal and professional lives.