Apr 16, 2024  
2019-2020 Graduate Catalog 
    
2019-2020 Graduate Catalog [ARCHIVED CATALOG]

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BA 6076 - Advanced Master Negotiation: Understanding People So They Don’t Become the Problem


Credits: 1.5

Builds on the knowledge and skills developed in the Introductory Negotiation course. Students learn to be effective negotiators, developing a clear, consistent objective and a flexible strategy for achieving that objective. Students consider situations of complexity and uncertainty, such as negotiating in situations where one lacks power; where there are cultural differences; where the other party acts aggressively; or when one is faced with an ethical dilemma. Focuses on the process of negotiation and refining the students’ ability to implement their intended strategy successfully, through an increased understanding of the people side of negotiation. (*updated* 12/5/2019; effective January 2020)



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