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    University of Virginia
  Feb 21, 2018
Undergraduate Record 2006-2007 [ARCHIVED RECORD]

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. (S)

Credits: 3