286 - Negotiations Behavior

Faculty:  Erickson, C.

The purpose of this course is to provide opportunities for class participants to develop their negotiating abilities for use in organizational and other settings.  The course is premised on the assumption that negotiating concepts are best learned through practice which is grounded in rigorous analysis and reflection.  While theoretical principles and concepts from various reference disciplines (such as social psychology, sociology, and economics) will be presented through lectures and readings, this course will focus primarily on improving practical skills.  Class participants will not only learn to enhance their individual abilities in dyadic and group situations, but also to analyze contexts for the most effective application of these skills.

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