ILRHR 8803 - Negotiations

Summer. 1 credit. Letter grades only.

Enrollment limited to: students enrolled in the Executive Master of Human Resource Management.

Staff.

This course provides an understanding of basic principles of negotiation theory and their application to the practice of negotiating. Students will learn the different sub-processes involved in negotiations, apply principles of game theory to negotiations, examine the roles of power and tactics in negotiations, and learn interest-based approaches to negotiating. Finally, the course will examine cross-cultural issues in negotiations.