2017-2018 Graduate Catalog


MANA 75613 Negotiations

3.0 credit hours. Prerequisite: Must be an EMBA candidate. Study of distributive, integrative/principles, and intraorganizational negotiations. Includes coverage of negotiation strategies, tactics, preparation, social structure, ethics, and international negotiations. Errors and breakdowns are also covered along with other conflict resolution techniques such as mediation and arbitration.