Negotiation Strategy and Process

Spring 2020 > Management & Business > MGMT.4100 > 001

Course No: MGMT.4100-001; SIS Class Nbr: 9362; SIS Term: 2930
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
  • Section Notes: co-scheduled with MGMT.4100.204
  • Core Codes: LDAY
  • Credits: 3; Contact Hours: 3
  • Instructor: Karoline Evans
  • UMass Lowell Bookstore

When Offered & Tuition

  • T | 6:30 PM-9:20 PM EDT
  • 2020 Spring: Jan 21 to May 09
  • Course Level: Undergraduate
  • Tuition: $1020
  • Note: There is a $30 per semester registration fee for credit courses.

Related Programs: B.S. in Business Administration

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