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Mar 28, 2024
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BUS 352 - Negotiation Skills and Theory (3) SP, as needed. Negotiation skills are crucial for interaction in today’s business world. In this course students are introduced to the theory and concepts for different negotiation approaches which are then reinforced through practical simulated negotiations. Covered topics include basic negotiation concepts (BATNA, reservation price, etc.) as well as critical discussion of different negotiation approaches such as principled negotiation championed in the popular book Getting to Yes. Students are graded on the basis of tests, class participation and engagement, and a mock negotiation. Prerequisite: junior or senior standing.
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