(3 units). Develop strategies essential to successful negotiations, set in a cross-cultural context. Nature of negotiation, distributive and integrative bargaining, ethical issues, planning and preparation, intercultural differences, bargaining style and individual differences are considered. The role of power, strategy and tactics is considered, including communication, persuasion, and conflict resolution. Course Component: Lecture Prerequisite: ADM 2337.
(3 units). Develop strategies essential to successful negotiations, set in a cross-cultural context. Nature of negotiation, distributive and integrative bargaining, ethical issues, planning and preparation, intercultural differences, bargaining style and individual differences are considered. The role of power, strategy and tactics is considered, including communication, persuasion, and conflict resolution. Course Component: Lecture Prerequisite: ADM 2337.
