Jan 17, 2025  
2017-2018 Graduate Catalog 
    
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2017-2018 Graduate Catalog [ARCHIVED CATALOG]

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BA 6072 - Advanced Master Negotiations

Credits: 0

Builds on the knowledge and skills developed in the Introductory Negotiation course. Students increase their ability to effectively negotiate by considering situations of complexity and uncertainty, such as negotiating in situations where one lacks power, there are cultural differences, the other party acts aggressively, or one is faced with an ethical dilemma. While the Introductory Negotiation course helps students to identify the structure of negotiation (distributive versus integrative potential) and provides basic strategies, the Advanced class focuses on the process of negotiation and refining one’s ability to successfully implement strategy. (*updated* 12/12/2017; effective Spring 2018)


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