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Negotiation Workshop
Course Number: JRM 5930 Credits: 1
This 1-credit course introduces students to key negotiation strategies, with a focus on both interest-based and position negotiation. Drawing on negotiation theory, the course explores how strategic choices influence outcomes in business and work controversies.
Students will learn about the common dilemmas faced by negotiators, typical mistakes made during negotiations, and the cognitive and professional barriers that can hinder effective communication. During the course, mediation will also be introduced as a form of enhanced negotiation, highlighting its benefits and distinctions by comparison to negotiation.