CM 7220 - Foundations and Theories of Conflict Management: Negotiation Theory

3 Class Hours 0 Laboratory Hours 3 Credit Hours
Prerequisite: Admission to MSCM graduate program or permission of 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.