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MGT 396N Topic: Negotiations

Course Description: This course develops students' negotiation and conflilct management skills. Negotiations are a primary part of social life in general and organization life in particular. Especially now that organizations are becoming flatter and more decentralized, managers can no longer just impose their decisions on subordinates and rely on hierarchical control for implementation. Modern managers need to negotiate with peers, resolve latent and sometimes manifest conflict, and be able to persuade rather than coerce. Since almost everyone involved in organizations engages in some kind of negotiations (with supervisors, peers, suppliers, clients, etc.) this course promises to be relevant and helpful for a variety of students.

This course counts as an Elective Concentration Course for Business Management (group I or II), entrepreneurship, and Human Resources Management.


3 credits


MGT 250