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Course Level: Graduate
This course is designed to improve negotiating skills in all phases of the negotiating process through understanding prescriptive and descriptive negotiation theory as it applies to personal and professional negotiations. In-class simulations and out-of-class assignments are employed to introduce negotiation concepts in a variety of contexts, including one-on-one, multi-party, cross-cultural, third-party, and team negotiations. Meets with MGMT-465.