CAS 3170 - Interpersonal Negotiation

Credits: 3

Prerequisite(s): CAS 2301 and either CAS 1710 or CAS 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.