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Georgetown University


Detailed Course Information


Fall 2017
Nov 22, 2017
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Information Select the desired Level or Schedule Type to find available classes for the course.

MGMT 671 - Applied Negotiations
This course will focus on helping you to  become a better negotiator by deepening your understanding of the bargaining process and by learning more sophisticated techniques for creating mutual gain. On a more personal level, you can explore which negotiation style works best for you and try to overcome what is, for many, a basic discomfort with the interpersonal aspects of negotiating. Because negotiation involves multiple intellectual disciplines, this module will incorporate elements of economics, psychology, sociology, game theory and law.  

Ultimately, however, negotiation is not an abstract field but a tangible skill and, like all skills, proficiency requires repeated practice.  Since negotiation is best learned by actually negotiating, simulations will take up a majority of class time. Each negotiation will be deconstructed, giving you a unique opportunity to find out what the other party was thinking. Further, because you will all be doing the same negotiation in parallel groups of two or more, you will have an opportunity to see how other classmates approached the same situation.

1.500 Credit hours
1.500 Lecture hours

Levels: MN or MC Graduate
Schedule Types: Lecture, Seminar

Management Department

Course Attributes:
Prereg MB (OUR Use only)

Must be enrolled in one of the following Levels:     
      MN or MC Graduate
Must be enrolled in one of the following Majors:     
      Conflict Resolution

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