This course is designed to provide students from all functional backgrounds with skills needed to approach interdependent relationships and negotiations with confidence. Included is an examination of how leadership and influence is gained, maintained, used, abused, and lost in the pursuit of interpersonal and organizational objectives that are often in conflict. Students in the course will develop a framework for analysis, gain knowledge about one's own tendencies in negotiation, and have a chance to experiment with negotiating techniques in various contexts. Topics include: integrative and distributive negotiations, individual differences in bargaining styles, coalitions, team negotiations, negotiating through agents, and ethical issues in negotiation.
Constructive And Destructive Conflict And Cooperation