MANA40633
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Principles of Negotiation
Department(s)
Long Description (Catalog Description)
3 hours. Prerequisites: MANA 30153 with a grade of C, and must be a Business major. Study of distributive and integrative/principled methods of negotiation in interpersonal and intraorganizational contexts. Includes such topics as negotiation strategies, tactics, preparation, social structure, power, ethics, coalition building, and multi-party and international negotiations. Conflict resolution techniques that incorporate negotiation (such as mediation) will also be covered.
Course Typically Offered
Fall
Career
Undergraduate
Min Units
3
Max Units
3
Repeat for Credit
No
Number Of Repeats
1
Code
LEC
Name
Lecture