MANA 40633 Principles of Negotiation
3 hours. Prerequisites: MANA 30153 with a grade of C, and must be a Business major. Study of distributive and integrative/principled methods of negotiation in interpersonal and intraorganizational contexts. Includes such topics as negotiation strategies, tactics, preparation, social structure, power, ethics, coalition building, and multi-party and international negotiations. Conflict resolution techniques that incorporate negotiation (such as mediation) will also be covered.