IPM 7740 - Strategic Negotiation and Decision-Making

3 Class Hours 0 Laboratory Hours 3 Credit Hours
Prerequisite: Admission to the MSIPM program.
This course will encompass both theoretical and practical aspects of negotiations. Students will explore some of the major approaches scholars and practitioners apply to the subject. Central to this will be an exploration of contending frameworks for analyzing bargaining and negotiation. Students will consider the unique aspects of negotiations as found across a variety of environments, both public (e.g., diplomacy) and private (e.g., business negotiation). Particular attention will be placed on cross-cultural communication and the negotiation challenges to which this gives rise. A major objective of this course is to develop the skills necessary to make individuals efficient and effective negotiators.