Course description

This course provides a comprehensive introduction to the concept and types of negotiation. It is designed for students who wish to manage individual and organizational conflict and negotiations more effectively based on the premise that those in management positions engage in some form of negotiation daily. Students discuss the meaning, types, and different strategies of negotiation with an emphasis on an integrative, collaborative, win-win negotiation approach. A variety of topics are discussed including, but not limited to: workplace conflict, strategies for diagnosing conflict situations, power, culture and diversity in negotiation, emotional elements in approaching negotiation and conflict resolution, psychological sub-processes, social contexts, individual differences, multiparty situations, and dealing with impasses. Students learn theories of interpersonal and organizational conflict and its resolution as applied to personal, corporate, historical, and political contexts. The course brings out the significance of leadership in approaching and managing a negotiation situation and organizational conflict resolution.


Director of Informatics, Institutes of Energy and the Environment, and Instructor of Risk Management, Smeal College of Business, Pennsylvania State University

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