Mar 29, 2024  
Catalog 2021-2022 
    
Catalog 2021-2022 [ARCHIVED CATALOG]

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MGT 845 - Negotiation for Leaders


.6 Continuing Education Units (CEU). This course is not for Credit(s).

This course is designed to enable the student who is a manager or supervisor to learn negotiation skills and techniques to utilize in daily interactions. Topics to be covered include: negotiation skills and methods, determining when it is appropriate to negotiate, identifying negotiation styles and tactics, the role of emotions in negotiation, and common negotiation situations.

Course Objectives:

Upon completion of this course, the students should be able to:
1. explain the importance of separating people from problems in negotiations,
2. describe techniques for separating parties’ interests from their positions,
3. utilize techniques to develop win-win solutions out of conflicts,
4. explain the importance of objective criteria in obtaining negotiated agreements and describe ways in which such criteria can be developed, and
5. demonstrate the use of negotiation skills to resolve disputes in a role-play situation.



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