SPE 3170 - Interpersonal Negotiation

Credits: 3 (3 + 0)

Prerequisite(s): SPE 1700 and either SPE 1710 or SPE 2710

Description: This course is designed to teach students the theory and specific negotiation skills needed for resolving interpersonal group and organizational conflict. These skills include identification of conflict issues, fractionating of issues, positioning methods, questioning tactics, measuring negotiated consequences, identifying a negotiated style, managing difficult people, mediating theory and tactics, third-party interventions, and negotiating frames. Both lecture/discussion and simulated case studies are used to illustrate negotiation principles.