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Instructor Class Description

Time Schedule:

Jane George-Falvy
MGMT 547
Seattle Campus

Successful Negotiations

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.

Class description

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.

Recommended preparation

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.


The information above is intended to be helpful in choosing courses. Because the instructor may further develop his/her plans for this course, its characteristics are subject to change without notice. In most cases, the official course syllabus will be distributed on the first day of class.
Additional Information
Last Update by Jane George-Falvy
Date: 11/09/2005