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| CSR 34400 - Fundamentals Of Negotiations |
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Credit Hours: 3.00. This course is designed to be relevant to the broad spectrum of bargaining problems that are traditionally faced by the manager, sales personnel and financial advisors. The course explores the processes of bargaining and negotiation as social and managerial activities. Special emphasis will be given to the areas of interpersonal and interpersonal and intergroup conflict, in addition to the interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation. The major purpose of the course is for each student to gain insight into his or her own negotiating style and to become a more effective negotiator, as well as a more astute observer of social process. The course will involve extensive use of cases, role-plays, and related participative activities, enhanced by rigorous self-review and introspection.
0.000 OR 3.000 Credit hours Syllabus Available Levels: Undergraduate, Graduate, Professional Schedule Types: Distance Learning, Lecture Offered By: College of Health & Human Sci Department: Hospitality & Tourism Mgmt Course Attributes: Upper Division May be offered at any of the following campuses: West Lafayette Learning Outcomes: 1. Explore the major concepts and theories of the psychology of bargaining and negotiation. 2. Understand the dynamics of interpersonal and intergroup conflict and its resolution. 3. Help develop the sophistication to analyze bargaining and conflict relationships. 4. Learn about your own individual "bargaining" style. 5. Development appropriate negotiation strategies and tactics for specific situations. Prerequisites: Undergraduate level AGEC 33100 Minimum Grade of D- and (Undergraduate level CSR 31500 Minimum Grade of D- or Undergraduate level CSR 20900 Minimum Grade of D- or Undergraduate level CSR 34200 Minimum Grade of D- or Undergraduate level BUS F2600 Minimum Grade of D-) |
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