Focuses on a broad array of conflict resolution skills needed for effective management in a constantly changing business environment. Examines methods of conflict resolution - bargaining, distributive and integrative negotiation, mediation, and arbitration. Applies these tools to managerial challenges such as employment contracts, buyer-seller agreements, and mediated and arbitrated agreements.
1. An introduction to the substantial amount of theoretical knowledge about negotiation. 2. Techniques of distributive and integrative bargaining, and when to use each style. 3. Practice opportunities and feedback to enhance your personal negotiation skills.
Student learning goals
General method of instruction
Lecture, discussion and experiential learning.
Do the readings & come to class. You will not succeed in this class without participation in the class sessions.
Class assignments and grading
In class negotiations and written analysis of negotiations and skill development.
Graded negotiations, papers and class participation.