Course Schedule and Catalog
Course Catalog - 2024-2025
MGMT 691 - BREAKTHROUGH NEGOTIATIONS
Long Title: BREAKTHROUGH NEGOTIATIONS IN APPLIED CONTEXTS
Department: Management
Grade Mode: Standard Letter
Language of Instruction: Taught in English
Course Type: Lecture
Credit Hours: 1.5
Restrictions:
Must be enrolled in one of the following Program(s):
MBA Hybrid
MBA for Professional Extended
MBA for Online Program
MBA for Professionals
MBA for Professional Weekend
MBA - Executive Program
MBA
Must be enrolled in one of the following Level(s):
Graduate
Graduate Quadmester
Description: This course focuses on designing and conducting breakthrough negotiations in context, using the healthcare context as an example. It introduces a dynamic model and illustrates how negotiators should consider characteristics of a specific context in formulating and executing their negotiation strategies. The course uses a variety of exercises and simulations in the healthcare context to facilitate students’ understanding and internalizing of the framework and to sharpen their skills in contextualizing their negotiation strategies.