Description: Presents negotiation theory — strategies and styles — within an employment context. Special emphasis on sources of power in negotiation. Covers conflict management as a first party and as a third party (third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system itself to change as a result of a dispute). Special cases include abrasiveness, dangerousness, racism, sexism, whistleblowing, and ethics. Simulations of difficult situations such as cross-cultural mentoring and an emergency. One double class. Requires a commitment to attend all classes.
Course #: 15.667
Professor(s) who recently taught this course:
Thomas Kochan
Mary Rowe