020233090 NEGOTIATIONS ( 3 Crd.Hrs )

Pre-Requisites : 020231010

This course is an overview of negotiation theories, strategies and styles within an employment context. Topics covered include basic negotiation and mediation skills, a methodical approach to problem solving, choosing appropriate strategies and tactics for a particular negotiation, identifying BATNAs and negotiating with integrity. This course will also cover the management of integrative and distributive aspects of the negotiation process.