Nov 27, 2022  
2019-2020 Graduate Catalog 
    
2019-2020 Graduate Catalog [ARCHIVED CATALOG]

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MSCM 7220:Foundations and Theories of Conflict Management: Negotiation Theory

3 Class Hours 0 Laboratory Hours 3 Credit Hours
Prerequisite: Admission to the MSCM program or permission of the program director in consultation with faculty.
Students will gain an understanding of the fundamentals of negotiation theory through a format that includes lecture, role-play, focused exercises, and case study. Concepts covered will include an introduction to game theory, distributive and integrative bargaining, principled negotiation, psychological barriers to settlement, and negotiation ethics.



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