BUS 652 - Business Negotiations

Prerequisite, BUS 604 or EMBA 604. This course reviews the theory and practice of negotiation. Focused on developing skills relevant to a broad spectrum of substantive negotiations, the course supplies both the analytical tools to identify the best possible agreements and the behavioral tools to negotiate them. The emphasis is on developing your intuitions and your understanding of conceptual frameworks so that you can learn from every negotiation. (Offered spring semester.) 3 credits