MGG:640/Law: 706 - Fall 2017

Negotiations is a skill that has become increasingly prominent in management education in the last 20 years. It is now a staple in most MBA programs and many law programs as well. The course is called the Theory and Practice of Negotiations because it covers both domains of knowledge. We cover a set of core concepts that provides the foundation for most negotiation situations. The practical application of those concepts is reinforced through a series of negotiation exercises.