Course Description
Styles of negotiation as a tool used to resolve and reduce conflicts and disputes. Also studied are ADR systems, such as arbitration and mediation.
Additional Requirements for Graduate Students:
In order to receive graduate credit, students must exhibit
evidence of reading more extensively,
integrating the materials more thoroughly, and are graded with
higher standards and expectations than undergraduate students.
This can entail an integrated review of primary research that
is extended and applied towards a topic of the student's
choosing, or synthesis and critique of the material as
evidenced through more extensive essay exams, or a
demonstration of mastery through an applied project beyond the
requirements for undergraduate students.
Athena Title
NEGOTIATION & ADRS
Semester Course Offered
Offered every year.
Grading System
A - F (Traditional)
Course Objectives
To teach students tools to use in effectively negotiating different types of conflicts which may arise in the business world, to make them aware of their negotiating style and how they can improve and become more effective, and to have students learn to recognize when negotiation is needed and what the most appropriate approach should be for an outcome that satisfies the parties.
Topical Outline
Introduction to principled negotiation and conflict resolution Role of cultural, gender and other differences in negotiation Role of the personal in conflict and its resolution Theories of negotiation Various alternatives to dispute resolution (ADR) How to approach various types of conflict: One-on-one negotiation Group negotiation Family member negotiation Business partner negotiation Emotional negotiation Cross-cultural negotiation Political negotiation Complex issue negotiation
Syllabus