The University of Pittsburgh Law Building is currently undergoing major renovations. Access to the building and law library is restricted until July. Please email email@example.com or call (412) 648-1490 if you need assistance.
Negotiation Skills (Business)Class Term:
Fall Term 2021-2022Catalog Number:
2 (2 Contact, 0 Field)Graduation Requirements:
General Enrollment CourseFull Year Course:
1. Negotiation Excercises 30%
2. Class Participation 30%
3. Preparation Plans 25%
4, Analysis of Negotiation in the News 15%
The purpose of this course is to provide students with an understanding of current negotiation theory and practice. Students will study negotiation theories, research and techniques. As a result of taking this course, students will have an understanding of how to negotiate effectively in transactions, as managers, and to build effective teams. The materials for this course will consist of readings, negotiation scenarios, and real-life examples. Students will engage in skill-building exercises, actual negotiations, classroom and online discussions, individual presentations, self-reflection, self-assessment, giving and receiving feedback, and close reading of assigned texts and other materials. Students will have an opportunity to explore negotiation theory, practice different styles and techniques, and develop their own strategic approaches to negotiations.