BUSI 3315U – Negotiation Theory and Behaviour

The focus of this course is on the procedures and variables involved in the various models of negotiation. Students will be introduced to issues such as the strategies and tactics of negotiation, negotiation ethics, principles of positional, interest based, intra-organizational, and principled bargaining in a variety of organizational contexts. Emphasis will be placed on negotiations as behavioural and decision-making processes. The use of case analysis and role playing will allow students to apply theories from the course and demonstrate the negotiation process.
Credit hours: 3
Lecture hours: 3
Prerequisite(s): 2nd year standing