CRJ 4133 Negotiation: Techniques and Tactics

Three hours (On Campus)

Negotiation is a class that will teach students the fundamentals of negotiations in the context of a mediation and/or business scenario. Students will learn how to organize themselves for negotiations and how to identify the key points that cannot be compromised, those points that can be comprised, and those that can be thrown away. Students will explore tactics such as bluffing, exaggerating, underselling, logical argument, emotional appeals, arriving at compromise, win-win scenarios, etc. The final exam will engage students in a two-hour negotiation against other students in teams of four (two students on one side of the negotiation, and two students on the other side of the negotiation). An additional fee may be associated with this course.

Offered on campus Spring semester (even-numbered years)