MGMT 450 - Negotiation

Institution:

Shippensburg University of Pennsylvania

Subject:

Description:

Course is designed to provide students with skills needed to approach negotiation and bargaining situations with confidence. This includes providing frameworks for the analysis conflict and its origins, knowledge about one's own tendencies in negotiation, and a chance to experiment with negotiating techniques in a variety of contexts. Topics include: integrative and distributive negotiations, individual differences in bargaining styles, coalitions, team negotiations, negotiating through agents, and ethical issues in negotiation. Course content is delivered through readings, cases, and lecture, however, considerable emphasis is placed on inside and outside class negotiation simulations and subsequent classroom discussion. Prerequisites: senior status. This class is available for graduate credit.

Credits:

3.00

Credit Hours:

Prerequisites:

FINA 311, MGMT 305, and MKTG 205

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

08/30/2012 - 08/25/2024 

Institution Website:

www.ship.edu/

Phone Number:

(717) 477-7447

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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