Negotiation Strategy and Process

Course Search > Management & Accounting > MGMT.4100

Course No: MGMT.4100-001; SIS Class Nbr: 13749; SIS Term: 2830
Course Status: Registration Closed

Course Description

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 the actual bargaining; and the ability to recognize how one's own personality, value system and perceptions affect the choice of tactics and behavior.

Prerequisites, Notes & Instructor

  • Prerequisites: MGMT.3010 pre-req
  • Special Notes:
  • Section Notes: Combined with Day 204
  • Core Codes: CTPS
  • Credits: 3; Contact Hours: 3
  • Instructor: Karoline Evans
  • UMass Lowell Bookstore

When Offered & Tuition

  • T | 6:30 PM-9:20 PM
  • Spring 2019: Jan 22 to May 07
  • Course Level: Undergraduate
  • Tuition: $1020
  • Note: There is a $30 per semester registration fee for credit courses.

Related Programs: B.S. in Information Technology, B.S. in Information Technology

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