MNGT 320 Negotiations and Ethics
This course will discuss the art of negotiations incorporating class lectures with group exercises simulating competitive situations. The course will discuss the essentials of negotiation and strategy in distributive bargaining, mixed bargaining and contingent deals. Topics include evaluating the rational mindset of the parties, fairness of the deal and is it workable, BATNA, risky choices, face-to-face vs email issues and the repercussions of not reaching a deal. The course will also address the ethical issues related to negotiations.
Prerequisite
Junior or Senior Standing
Distribution
Leadership & Ethics, Social Analysis