Description
BUSA 311. NEGOTIATION. Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. It is designed to complement the technical and diagnostic skills learned in other courses, with a basic premise being that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills are needed for these solutions to be accepted and implemented. Considerable emphasis will be placed on simulations, role-playing, and cases. Fall semester only, three hours.