Management 497N - ST- Negotiations
Fall
2017
01
3.00
Jane Miller
TU TH 4:00PM 5:15PM
UMass Amherst
41689
This class is open to Senior and Junior Isenberg BBA majors only. Senior and Junior BBA majors only. Non-BBA majors should contact instructor for enrollment.
A three-credit course, Negotiation Theory and Practice, is now being offered to upper-level Isenberg undergraduate students. The course covers principles, strategies and tactics of negotiation that span a broad range of professional and personal situations. This is an experiential course that engages students with simulations in salary/job negotiation, consumer complaint resolution, auto/home sales and purchases, supplier/distributor contracts, mergers and acquisitions as well as cross-cultural collaborations. Students will learn how to distinguish competitive from collaborative situations and the corresponding strategies that will optimize outcomes.
A three-credit course, Negotiation Theory and Practice, is now being offered to upper-level Isenberg undergraduate students. The course covers principles, strategies and tactics of negotiation that span a broad range of professional and personal situations. This is an experiential course that engages students with simulations in salary/job negotiation, consumer complaint resolution, auto/home sales and purchases, supplier/distributor contracts, mergers and acquisitions as well as cross-cultural collaborations. Students will learn how to distinguish competitive from collaborative situations and the corresponding strategies that will optimize outcomes.