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MBA 563: Negotiation

Credit Hours: 3
Estimated Hours Per Week: 17

Overview

The ability to negotiate effectively is a crucial skill in all organizations. This course will introduce the concept of principled negotiation and will provide guidelines for dealing with difficult negotiation partners. You will examine the existing research on a variety of negotiation strategies.

Learning Outcomes

Upon successful completion of this course, students will be able to:

  • Conduct a negotiation using principled rather than positional bargaining.
  • Evaluate the likely outcomes from using a variety of negotiation strategies.
  • Negotiate with difficult partners who refuse to follow the standards of principled negotiation.

ENROLLMENT
To enroll in this course, please complete the online application.

Required Texts
MBA 563 texts are available from the JIU/MBS bookstore