Negotiation Principles

This course is designed to introduce supply chain management students to the skills required in distributive and integrative negotiations. This course will involve critical thinking skills and will introduce concepts and practice, so that students can increase their confidence and ability through both study of negotiation theory and active engagement through participation in progressively challenging role-plays. Students will be able to recognize different conflict and negotiation situations, know how to plan, implement, and analyze their negotiations. Topics covered include strategies, cognitive biases, ethics, cultural differences, communication styles and third party options for disputes.