COMM 453 - Negotiating for Value

Introduces students to the subject of negotiation by exposing them to various activities of negotiations such as: general tactics, preparation, promoting relationships, managing tension, creating and claiming value, and closing a negotiation. Case studies, supplemented by readings, will be used liberally and role-play from time to time will be used to demonstrate actual negotiating situations, simple, complex, and spontaneous. Note: this course may be used to fulfill concentration requirements in Marketing or Management, but not both. (S)

Credits: 3