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MGMT. 4100-011: Negotiation Strategy & Process

Welcome to Negotiation Strategy and Process with Professor Magnant

This course is about analysis and application of the key factors that shape and characterize different negotiation situations; the analytical skill to diagnose potential areas of difference and select appropriate strategies to address them; the interpersonal skills to tactically manage the specific communication and decision-making behaviors during bargaining; and the ability to recognize how one's own personality, value system and perceptions affect the choice of tactics and behavior.

Required Text

Negotiation by David S. Hames, Sage Press ISBN 978-1-4129-7399-1

(Available as an e-book in Google Books)