CMBA 643 Bargaining & Negotiations
The course focuses on two-party negotiations in a variety of settings using a mix of discussion, lecture, readings, videos, and review of prior course content. The majority of class sessions revolve around the results of prior negotiations between class members. Class discussions will review the experiences in terms of the effectiveness of behaviors, tactics and strategies and provide analyses that will be helpful for future negotiations. Weekly readings will enhance what students learn in the negotiations and subsequent discussions.