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Dec 04, 2025
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MGMT 65430 - Negotiations In Organizations
Credit Hours: 1.00 to 3.00. Decision making examines organizational context, stages, creativity, biases, and group processes. Negotiations examine strategies for preparing and conducting negotiations. The principal focus is on individual and interpersonal aspects of each. Permission of department required.
Learning Outcomes
1. Understand the basic components of business negotiations through reading and completing assignments based on the textbook chapters.
2. Learn the basic components of a negotiated contract by completing a business transaction in written form.
3. Attain pragmatic negotiations skills using the I-Message method for daily activities encompassing negotiation tactics and the Verbal Skills method for more sophisticated negotiations for a major business transaction.
4. Explore cultural differences in negotiations by completing a study of practice in two countries other than the U.S. and sharing results with other students to expand their cultural knowledge base.
5. Explore and practice alternative dispute resolution techniques including mediation and arbitration.
6. Demonstrate the negotiations skills they are attaining by participating in class role-plays and by completing a final major negotiation in class.
Credits: 1.00 to 3.00
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