MBA8010-DRI.Negotiation Theory & Practice.Su14.Press,Sharon

Faculty Name

Sharon Press, Hamline University

Document Type

Syllabi

School

HSB

Department

MMPA

Course Subject

MBA

Course Number

8010

Course Section

DRI

Course Title

Negotiation Theory & Practice

Academic Term and Year

Summer 2014

Credits

4.00

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.

Recommended Citation

Press, Sharon, "MBA8010-DRI.Negotiation Theory & Practice.Su14.Press,Sharon" (2014). Historic Syllabi -- full text access limited to internal Hamline administrative staff only. 507.
https://digitalcommons.hamline.edu/syllabi/507