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Negotiations and Conflict Management (3 Credits)

MBAC 638

The goal of this course is to improve students’ skills in all types of negotiations (from two party one-shot deals to complex transactions) by undertaking a series of interactive in-class negotiation exercises. In addition, we will use analytical, behavioral and contextual perspectives to analyze case studies and conflict resolution techniques. Students will learn first by actually negotiating, and then by stepping back to compare their approach and results with others. The course covers a variety of contexts as well as a basic understanding of third-party interactions.

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