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Apr 17, 2024
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2013-2014 Undergraduate and Graduate Bulletin (with addenda) [ARCHIVED CATALOG]
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MG-GY 7841 Negotiation in Technology Intensive Sectors1.5 Credits
Negotiation is the art and science of creating good agreements. This course covers the science of negotiation by discussing and applying theories of negotiation. The art of negotiation is learned by practice. Students develop the art by negotiating with each other in realistic cases. A wide variety of negotiation applications is covered, including one-time and repeated negotiation, single and multi-issue negotiations, and two-party and multiparty bargaining. The class emphasizes negotiations in technology-intensive environments. This class is taught using the case method. Many examples are cases that students negotiate with each other. Students’ grades are based on their performance in these negotiations and on class participation.
Weekly Lecture Hours: 1.5 | Weekly Lab Hours: 0 | Weekly Recitation Hours: 0
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