EMBA 5616  -  Mastering the Art of Negotiation (1 cr.)

It focuses on negotiation as an important process in resolving conflicts that may arise from differences in interests such as goal, priorities or competition from limited resources. It examines stakes, power, interdependence, trust, coalitions, communication, and personal negotiation styles. Participants practice cross-cultural negotiations, dispute resolution, coalition formulation. It addresses multiparty negotiations, extremely competitive negotiations and negotiations via Information Technology (IT).
 

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