Negotiation Theory & Practice
Academic Term and Year
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.
Mainzer, Susan, "MBA8010-01.Negotiation Theory & Practice.Sp14.Mainzer,Susan" (2014). Syllabi. 407.