TMP 549 - Negotiation Strategy

This course is designed to equip students with the basic theories and skills of negotiation. Accordingly, it consists of several parts. The first part is the introduction to the newly development approaches to negotiation; how you can improve your negotiation skills and outcomes. Also some commonly encountered negotiation tactics will be introduced, not to make you victims of those tactics. The second is simulation; students will engage in several negotiation simulations with other students under specific negotiation mandates and the outcomes will be reviewed. The last is a brief introduction to the game theory with an emphasis on the cooperative games; this part deals with the theoretical foundations of bargaining and dispute resolution. Knowledge from economics and mathematics will be helpful but not required.

1.5 credits

Grading Letter graded (A, A-, B+, etc.)

Offered Spring