Negotiations

Spring 2024 > Management & Business > MGMT.6250 > 081

Course No: MGMT.6250-081; SIS Class Nbr: 12972; SIS Term: 3330
Course Status: Registration Closed

Course Description

Skillful negotiation is a critical tool for the successful manager - from negotiating schedules and vacation time to negotiating resource allocations to negotiating mergers and major policy decisions and their implementation. In this course, students are provided the tools to diagnose conflict situations, analyze, plan, and conduct negotiations in a variety of settings. Students will develop the analytical skill to examine the strategy and psychology of negotiation; tactically manage interpersonal communication and decision-making; identify key factors that characterize different negotiation situations; and learn to construct appropriate strategies to address them. The course format will involve simulated negotiation as well as experiential exercises, cases, and discussion.

Prerequisites, Notes & Instructor

  • Prerequisites: MGMT.5010, and FINA.5010, or Matriculated MSA, or Permission of graduate program coordinator.
  • Core Codes: LOW COST
  • Credits: 3; Contact Hours: 3
  • Instructor: Karoline Evans
  • UMass Lowell Bookstore

When Offered & Tuition

  • Online Course
  • 2024 Spring: Jan 16 to Mar 10
  • Course Level: Graduate
  • Tuition: $1965
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cfpayment2dplan2dblock2ecfm763285126$funcGETMONTLYPAYMENTAMMOUNT.runFunction(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:54) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:554) at coldfusion.runtime.UDFMethod$ReturnTypeFilter.invoke(UDFMethod.java:485) at coldfusion.runtime.UDFMethod$ArgumentCollectionFilter.invoke(UDFMethod.java:448) at coldfusion.filter.FunctionAccessFilter.invoke(FunctionAccessFilter.java:95) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:399) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:372) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:288) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4175) at coldfusion.runtime.CfJspPage._invokeUDF(CfJspPage.java:4155) at cfpayment2dplan2dblock2ecfm763285126.runPage(D:\inetpub\wwwroot\ContedWeb\includes\payment-plan-block.cfm:61) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfCatalogsearch_detail2ecfm4351478._factor5(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:276) at cfCatalogsearch_detail2ecfm4351478._factor6(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:194) at cfCatalogsearch_detail2ecfm4351478._factor7(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:191) at cfCatalogsearch_detail2ecfm4351478.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Catalogsearch_detail.cfm:1) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfCurrent_Semsearch_detail2ecfm1097412858._factor4(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:308) at cfCurrent_Semsearch_detail2ecfm1097412858.runPage(D:\inetpub\wwwroot\ContedWeb\catalog\search\Current_Semsearch_detail.cfm:1) at coldfusion.runtime.CfJspPage.invoke(CfJspPage.java:262) at coldfusion.tagext.lang.IncludeTag.handlePageInvoke(IncludeTag.java:735) at coldfusion.tagext.lang.IncludeTag.doStartTag(IncludeTag.java:565) at coldfusion.runtime.CfJspPage._emptyTcfTag(CfJspPage.java:4329) at cfapplication2ecfc1757924483$funcONREQUEST.runFunction(D:\inetpub\wwwroot\ContedWeb\application.cfc:45) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:554) at coldfusion.runtime.UDFMethod$ArgumentCollectionFilter.invoke(UDFMethod.java:448) at coldfusion.filter.FunctionAccessFilter.invoke(FunctionAccessFilter.java:95) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:399) at coldfusion.runtime.UDFMethod.runFilterChain(UDFMethod.java:372) at coldfusion.runtime.UDFMethod.invoke(UDFMethod.java:288) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:830) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:613) at coldfusion.runtime.TemplateProxy.invoke(TemplateProxy.java:438) at coldfusion.runtime.AppEventInvoker.invoke(AppEventInvoker.java:115) at coldfusion.runtime.AppEventInvoker.onRequest(AppEventInvoker.java:308) at coldfusion.filter.ApplicationFilter.invoke(ApplicationFilter.java:551) at coldfusion.filter.RequestMonitorFilter.invoke(RequestMonitorFilter.java:43) at coldfusion.filter.MonitoringFilter.invoke(MonitoringFilter.java:40) at coldfusion.filter.PathFilter.invoke(PathFilter.java:162) at coldfusion.filter.IpFilter.invoke(IpFilter.java:45) at coldfusion.filter.ExceptionFilter.invoke(ExceptionFilter.java:96) at coldfusion.filter.ClientScopePersistenceFilter.invoke(ClientScopePersistenceFilter.java:28) at coldfusion.filter.BrowserFilter.invoke(BrowserFilter.java:38) at coldfusion.filter.NoCacheFilter.invoke(NoCacheFilter.java:60) at coldfusion.filter.GlobalsFilter.invoke(GlobalsFilter.java:38) at coldfusion.filter.DatasourceFilter.invoke(DatasourceFilter.java:22) at coldfusion.filter.CachingFilter.invoke(CachingFilter.java:62) at coldfusion.CfmServlet.service(CfmServlet.java:226) at coldfusion.bootstrap.BootstrapServlet.service(BootstrapServlet.java:311) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:227) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at coldfusion.monitor.event.MonitoringServletFilter.doFilter(MonitoringServletFilter.java:46) at coldfusion.bootstrap.BootstrapFilter.doFilter(BootstrapFilter.java:47) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:189) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at org.apache.tomcat.websocket.server.WsFilter.doFilter(WsFilter.java:53) at org.apache.catalina.core.ApplicationFilterChain.internalDoFilter(ApplicationFilterChain.java:189) at org.apache.catalina.core.ApplicationFilterChain.doFilter(ApplicationFilterChain.java:162) at org.apache.catalina.core.StandardWrapperValve.invoke(StandardWrapperValve.java:197) at org.apache.catalina.core.StandardContextValve.invoke(StandardContextValve.java:97) at org.apache.catalina.authenticator.AuthenticatorBase.invoke(AuthenticatorBase.java:541) at org.apache.catalina.core.StandardHostValve.invoke(StandardHostValve.java:135) at org.apache.catalina.valves.ErrorReportValve.invoke(ErrorReportValve.java:92) at org.apache.catalina.core.StandardEngineValve.invoke(StandardEngineValve.java:78) at org.apache.catalina.connector.CoyoteAdapter.service(CoyoteAdapter.java:377) at org.apache.coyote.ajp.AjpProcessor.service(AjpProcessor.java:463) at org.apache.coyote.AbstractProcessorLight.process(AbstractProcessorLight.java:65) at org.apache.coyote.AbstractProtocol$ConnectionHandler.process(AbstractProtocol.java:889) at org.apache.tomcat.util.net.NioEndpoint$SocketProcessor.doRun(NioEndpoint.java:1743) at org.apache.tomcat.util.net.SocketProcessorBase.run(SocketProcessorBase.java:49) at org.apache.tomcat.util.threads.ThreadPoolExecutor.runWorker(ThreadPoolExecutor.java:1191) at org.apache.tomcat.util.threads.ThreadPoolExecutor$Worker.run(ThreadPoolExecutor.java:659) at org.apache.tomcat.util.threads.TaskThread$WrappingRunnable.run(TaskThread.java:61) at java.base/java.lang.Thread.run(Thread.java:834)
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  • Note: There is a $30 per semester registration fee for credit courses.

Related Programs: Online MBA, M.S. in Accounting

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