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Course Catalog


This course introduces students to the theory and practice of negotiation by emphasizing both analytical and interpersonal skills. Interpersonal skills are important because negotiation is essentially a process of communication, trust building (or breaking), and mutual persuasion. With the aid of case discussions, exercises, and guest speakers, we will develop a set of conceptual frameworks to help students diagnose barriers to agreement and develop creative strategies to address them. This course will focus on the concepts, theories, and practices of negotiation. In-class activities will be experiential in nature, and work assigned will require students to be both reflective and analytical in a diverse set of contexts. Topics covered will include subjects such as negotiation from the context of developing one’s style, power, persuasion, and how negotiation changes when in different and diverse contexts such as culture and gender. In addition, other class goals include: • Increase self-awareness concerning motivational tendencies, ethical decision-making, and negotiation confidence. • Develop strategies to navigate and add value in face-to-face and virtual negotiations. • Give and receive constructive feedback concerning styles and techniques for use in future negotiations. • Practice skills and competencies related to negotiations in a variety of diverse scenarios. • Research regarding relevant application of negotiations concepts in your fields of interest. Prerequisite: BUAD 231 or BUAD 232 or LEAD 200 or BUAD 215. Spring semester.

Grade Basis: Letter Grade
Credits: 4.0