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Home > Academics > Undergraduate > Business Administration >
Business Administration
Course Description

MGMT 127
Negotiations
Fall

The course examines the dynamics that occur before, during, and after negotiations and the theory behind various negotiation approaches. Topics to be addressed will include: claiming versus creating value (also known as distributive and integrative bargaining); preparation strategies; the nature of power; psychological aspects of negotiation; experience and expertise; multi-party/group negotiations; culture and gender; communications and perception; mediation and other alternative dispute resolution systems; working with lawyers; and organizational change and salary negotiations.

Course Credit:
3-3

Instructor(s):
Jessica Notini

Note(s):
Open to undergraduates only.

 
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P: 510.430.2194
E: LokeySchool@mills.edu

Last Updated: 6/22/17