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ADBM 5001 Conflict Resolution: Negotiation Skills (Fall: 4 )

Course Description

Negotiation is a central process in decision-making and conflict resolution. This course examines the theory and practice of negotiation in a variety of contexts, including labor-management relations, buying and selling, mergers and acquisitions, civil liability suits, international diplomacy, and intra-organizational bargaining. Topics include target setting, concession making, power and influence, team management and negotiations, strategy and tactics and phases of competitive and cooperative negotiations.

Instructor(s): Richard Nielsen

Prerequisites: None

Cross listed with: ADGR7707


Last Updated: 24-Jun-17