This course introduces
students to the fundamental theories of negotiation and develops the essential
skills required to be a successful negotiator. The negotiation process is
pervasive in business and the ability to negotiate is an essential skill for
successful managers. Topics include the
nature of negotiation; strategy and tactics of distributive bargaining and
integrative negotiation planning; integrative negotiation; negotiation,
planning, and strategy; perception cognition and emotion; communication and the
negotiation process; power and negotiation; power and negotiation; and ethics
in negotiation.
- Teacher: Rhonda Dever