This course is based on a series of simulated negotiations in a variety of contexts including one-on-one, multiparty, third-party, and team negotiations. It improves the student’s skills in all phases of negotiations: understanding negotiation theory as it applies to single and multiparty negotiations; buyer-seller transactions and the resolution of disputes; development of negotiation strategy; and the management of integrative and distributive aspects of the negotiation process.
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School
School of Professional Studies and Management
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Number
4010
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Subject
Construction (CPM)
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Semester
Fall
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Lecture/Lab/Seminar Hours
3 hours of lecture per week
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Prerequisites
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Credits
3
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Fee
$60