MKTG 731 - Negotiation Strategies

Credit Hours: 3

Prerequisite: None.
This course emphasizes negotiation, the art and science of creating agreements between 2 or more parties, and introduces students to the effective use of power, persuasion, influence, and control in modern organizations. In this course students first apply theories developed as guides to improving negotiating strategies (the science). Students will then develop and sharpen negotiating skills through realistic cases (the application) with an emphasis on preparation, bidding, distributive and integrative bargaining techniques.