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MGMT 2123 Negotiation (Fall: 3 )


Course Description

Negotiating is a key process in leadership, conflict resolution, and change management at every level of internal and external management. The purpose of the course is to improve students' abilities to analyze, prepare for, and practice win-lose, win-win, dialogic, and third party negotiating methods as appropriate. Emphasis is on practical application and personal development. Teaching methods used are role playing, discussion of readings, discussion with practitioners, original student projects, and discussion of current events. Students are invited to reflect upon how negotiating and conflict resolution practices help them developmentally change themselves, their organizations, and the world.


Instructor(s): Richard Nielsen

Prerequisites: MGMT 1021, MGMT 1031, or permission of instructor

Cross listed with:

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Last Updated: 20-Feb-14