MG 7843 - Negotiation in Technology-Intensive Sectors

Institution:

Polytechnic Institute of New York University

Subject:

Description:

Negotiation is the art and science of creating good agreements. This course covers the science of negotiation by discussing and applying theories of negotiation. Students develop the art of negotiation by negotiating with each other in realistic cases. A wide variety of negotiation applications is covered in this class, including one-time and repeated negotiation, single and multi-issue negotiations, and two-party and multi-party bargaining. Special emphasis is placed on negotiations in technology-intensive environments. Course is taught using the case method. Many of the examples used in this course are cases that the students actually negotiate with each other. Students' grades are based on their performance in these negotiations and on their class participation.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.poly.edu

Phone Number:

(718) 260-3100

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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