MGT 425 - Introduction to Negotiations

Institution:

University of Hartford

Subject:

Description:

Theoretical foundations and practical skills used in resolving differences and negotiating mutually satisfying outcomes are addressed. Skills are developed through case analyses and simulated negotiations in a variety of contexts. Topics are the nature of negotiations, different negotiating styles, distributive vs. integrative bargaining, power, conflict, labor negotiations, mediation, and intercultural bargaining. Selfreflection, giving and receiving feedback are key aspects in developing negotiation skills. Prerequisite: MGT 310 or permission of instructor.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.hartford.edu

Phone Number:

(860) 768-4100

Regional Accreditation:

New England Association of Schools and Colleges

Calendar System:

Semester

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