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CAS 3170 Interpersonal Negotiation

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.