BUS 643 Negotiations
This course is designed to improve students', skills in all phases of negotiation: understanding prescriptive and descriptive negotiation theory as, it applies to dyadic and multiparty negotiations, to buyer-seller transactions and the resolution of disputes, to the development of negotiation strategy and to the management of, integrative and distributive aspects of the negotiation process. The course is based on a series of simulated negotiations in a variety of contexts including one-on-one, multi-party, cross-cultural, third-party and team, negotiations. This course will cover important, topics regarding strategic negotiations, negotiation preparation, buyer-supplier, relationship assessment, and international, negotiations.