Isenberg School of Management 597L - ST-Negotiation Thry & Practice

The course Negotiation Theory and Practice examines negotiation fundamentals, including the two core strategies of competitive (win-lose) negotiation and integrative (win-win) negotiation. Course content focuses on negotiation preparation, strategy formulation, determination of goals and objectives, and processes for bringing about a successful settlement. The course will also explore psychological processes, power dynamics, communications at all stages of negotiation, ethical issues and the challenges of cross-cultural negotiations. The format of the course will be organized around a series of bargaining simulations and cases that are supported by readings, videos, and cases.

Enrollment Requirements Undergraduates: Contact Instructor for permission to enroll. MBAs: Contact Graduate Programs Office, ISOM 305 to enroll.