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Subject: Management (MGMT)
CRN: 30311
Face-to-Face 26-50% of time
Minneapolis: Schulze Hall 315
Online
Requirements Met:
Part-time MBA
LLM/MSL Elective
This course explores the major concepts of negotiation inherent in any business or personal situation. The focus will be on interpersonal and inter-group conflict and its resolution. Through the analysis of bargaining and conflict situations, students will be able to learn their own individual "negotiating styles." Some of the major elements of the course include distributive (win-lose) negotiations, integrative (win-win) negotiations, the use of power in negotiations and negotiation ethics. Negotiation cases will be used extensively in the course to allow students to improve their negotiation skills through "hands on" scenarios. Beginning with relatively simple one-on-one negotiations, the course will progress to complex, multi-party negotiations where class members will assume different roles. -- Prerequisite: None
3 Credits