MNGT 4720

Students are introduced to the fundamental theories of negotiation and conflict resolution and the essential skills required to be a successful negotiator. The negotiation process is pervasive in business, and the ability to negotiate is an essential skill for successful managers. Topics include the nature of negotiation; strategy and tactics of distributive bargaining and integrative negotiation planning; integrative negotiation; negotiation, planning, and strategy; perception, cognition, and emotion; communication and the negotiation process; power; and ethics.