Academic Catalog 2023–2024

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MGT338 Negotiation Skills

[1–0, 1 cr.]

A fifteen-hour one credit workshop aimed at developing analytical and communication skills that are necessary for successful business negotiations. Negotiation is the art and science of securing an agreement between two or more independent parties. This course focuses on understanding the behavior of individuals, groups and organizations in the context of competitive situations, students practice negotiating with role-playing simulations that cover a range of topics. This course helps students to understand that the social relationship and behaving ethically will be just as important as achieving an immediate outcome of the negotiation.