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

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.