Management & Marketing
Approved course information last updated: 2 years, 3 months ago
Pre-requisites: MGTMKT 205
Requisite To: None
Lab Session:
The main objectives of this experiential course are to help the student understand the structure of negotiation as it is practiced in a variety of settings and to help the student feel more comfortable and confident with the negotiation process. first, the course will cover theories and principles to guide negotiations and conflict resolutions, necessary for the students to become sophisticated analysts of negotiation situations. Second, students will develop and sharpen their bargaining skills by actually negotiating with other students in experiential exercises. third, students will gain an understanding of the psychological processes underlying the judgment of negotiators.
- The learning outcomes for this course, listed below, relate to the learning goals of the college of
- Business administration undergraduate program, which can be found in the appendix at the end of
- This syllabus. the numbers in parenthesis indicate to which specific learning goal the outcome
- Relates. upon successful completion of the course, students will be able to:
- 1. diagnose the student’s own negotiation and conflict management style tendencies.
- 2. understand the psychological processes underlying the judgment of negotiators. [lg5]
- 3. effectively analyze conflict situations and prepare for individual and multi-party negotiations. [lg2, lg5]
- 4. identify strategies for preventing negotiation breakdowns.
- 5. improve the student’s ability to negotiate desired outcomes in work situations. [lg 4]
- 6. identify the motives and consequences of unethical conducts and deceptive tactics
- Negotiations [lg 1]
- In
- 7. deal with the other party’s use of deception in negotiation [lg 1]