ADMN 898 (P03) - Topics

Topics/Negotiations

Durham   Paul College of Business&Econ :: Administration
Credits: 3.0
Term: Spring 2020 - E-term III (01/13/2020 - 03/06/2020)
Class Size:   30  
CRN: 56756
Special Topics; may be repeated. Pre- and co-requisite courses vary. Please consult time and room schedule for the specific 898 topics section you are interested in for details.
Repeat Rule: May be repeated up to 4 times.
Only listed programs in section: Business Administration MBA
Instructors: Rachel Campagna

Times & Locations

Start Date End Date Days Time Location
1/13/2020 3/6/2020 W 5:40pm - 9:15pm PCBE 215
Additional Course Details: 

Negotiation is the art and science of securing agreements between two or more interdependent parties seeking to maximize their outcomes. Negotiating and decision-making are essential managerial skills, necessary for influencing employees and stakeholders. This course will draw on the latest research, to help you learn how to negotiate successfully. Topics covered include bargaining with one or more parties, influence strategies, ethical dilemmas, international negotiations, and negotiating with difficult people.

A basic premise of the course is that while analytic skills are needed to discover optimal solutions to problems, a broad array of negotiation skills are often needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in the context of useful analytical frameworks.

Learning objectives

As a result of this class, you should leave with:

  • A framework for understanding and evaluating negotiation and conflict situations
  • An ability to analyze a negotiation situation and select an appropriate strategy
  • An ability to recognize and avoid common pitfalls which can result in a sub-optimal agreement
  • Greater confidence in the negotiation process as an effective means for resolving conflict and creating value