Academic Catalog 2018–2019

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POL415 Negotiation and Bargaining

[3–0, 3 cr.]

This course explores negotiation and bargaining from the individual to the international level, including both public and private sector examples.  It covers the context of negotiation, proceeds to the structure of negotiations and to the dynamics, strategy and tactics for persuading, coercing, and bargaining through to conclusion.  Group and national differences and approaches will be highlighted and demonstrated using intra-cultural negotiating exercises.

Prerequisite: POL201 Introduction to Political Science and ENG202 Advanced Academic English