MGT 546 - Advanced Negotiation: Theory and Practice

MGT 501, MGT 541. (3)

Focus on complexities involved in multi-party negotiations, cross-cultural negotiation, and mediation processes, building on foundations in negotiation theory and skills and conflict management developed in MGT 501 and MGT 541. Topics within these broader themes include the nature of power and persuasion, and models of organizational decision-making and how these represent negotiation processes at the sub-organizational and individual levels. In-depth consideration of theoretical foundations of negotiation and conflict resolution. Graded ABCDE