2017-2018 Graduate Catalog


MANA 70610 Essentials of Negotiation

1.5 credit hours. Prerequisite: MANA 60033, or MANA 60330 and 60340, or MANA 60350 or student must have ACCL-MBA or ACCP-MBA or ACCE-MBA degree plan. Study of distributive, integrative/principled, and intraorganizational negotiation. Includes coverage of negotiation strategies, tactics, preparation, errors, cognitive biases, social structure, ethics, and international negotiations.