Credit Hours: 3.00. This course is designed to be relevant to the broad spectrum of bargaining problems that are traditionally faced by the manager, sales personnel and financial advisors. The course explores the processes of bargaining and negotiation as social and managerial activities. Special emphasis will be given to the areas of interpersonal and interpersonal and intergroup conflict, in addition to the interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation. The major purpose of the course is for each student to gain insight into his or her own negotiating style and to become a more effective negotiator, as well as a more astute observer of social process. The course will involve extensive use of cases, role-plays, and related participative activities, enhanced by rigorous self-review and introspection. Typically offered Fall Spring Summer.
Spring 2020, Fall 2019, Spring 2019, Fall 2018, Spring 2018