Negotiation Strategy and Process

Fall 2021 > Management & Business > MGMT.4100 > 061

Course No: MGMT.4100-061; SIS Class Nbr: 5038; SIS Term: 3110
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 Organizational Behavior, preference MG concentrators.
  • Core Codes: CTPS
  • Credits: 3; Contact Hours: 3
  • Instructor: Karyn Puleo
  • UMass Lowell Bookstore

When Offered & Tuition

  • Online Course
  • 2021 Fall: Sep 01 to Nov 07
  • Course Level: Undergraduate
  • Tuition: $1155
  • Note: There is a $30 per semester registration fee for credit courses.

Related Programs: B.S. in Business Administration

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Course Registration Closed

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