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SCH-MGMT 597L

Negotiations Theory & Practice


  • C1 - CPE Regular Semester Schedule (9/5-12/12)
  • Online

  • Fee:  $2,700 ($900/credit, 3 credits)
  • 41179, Lecture 1

Textbook/Syllabus information, if available, may be found by searching for this class in SPIRE using the 5-digit class number shown above. Once the class has been located, click on Restrictions/Notes and scroll down to the Textbook/Other Materials section; continue to scroll down to Class overview for Syllabus information, if available.

  • Jane Miller
  • This e-mail address is being protected from spambots. You need JavaScript enabled to view it

How to Enroll

The course Negotiation Theory and Practice examines negotiation fundamentals, including the two core strategies of competitive (win-lose) negotiation and integrative (win-win) negotiation.  Course content focuses on negotiation preparation, strategy formulation, determination of goals and objectives, and processes for bringing about a successful settlement.  The course will also explore psychological processes, power dynamics, communications at all stages of negotiation, ethical issues and the challenges of cross-cultural negotiations.  The format of the course will be organized around a series of bargaining simulations and cases that are supported by readings, videos, and cases. Part of the Isenberg MBA program. Registration opens 6/5, non-degrees can register starting 6/19.


  • Last Day to:
  • Register 9/18, Drop 9/18, Withdraw 10/16

Refund Schedule:
Full refund through 9/18, 50% 10/16 (registration fee not refundable)
No refund after 10/16

Interested in Online Learning?