Faculty Name

Kenneth Fox

Document Type

Syllabi

School

HSB

Department

MMPA

Course Subject

MBA

Course Number

8010

Course Section

1

Course Title

Negotiation Theory & Practice

Academic Term and Year

Spring 2017

Credits

4

Course Description

Through both lecture and simulation, this course explores major themes in negotiation theory and practice, including distributive versus integrative bargaining, personality styles, multi-party negotiation, and ethical issues. Students are encouraged to reflect on the theoretical foundations that underlie our actions and on the many considerations that influence effective and ethical negotiation practice.

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