Course Description (BLAW 3400):

An examination of the theory and practice of negotiation. In addition to reviewing readings, students will participate in simulations and discuss negotiation cases to broaden their negotiating techniques.

Prerequisite: Business Majors: Sophomore GPA Requirement; Non-business Majors: 60 semester hours and permission of the Coles College of Business.

Course Objectives (BLAW 3400): 

1.)  Students will construct a framework for understanding negotiation theory and techniques.

2.)  Students will gain ethical understandings in the context of negotiation, particularly situations where the parties’ ethical standards may vary dramatically.

3.)  Students will learn how to achieve a mutually desirable result by creating value through negotiation.

4.)  Students will gain problem-solving techniques for distributing value among the parties thereby strengthening relationships.

5.)  Students will develop the ability to work together with others in negotiation, including those whose experiences, perspectives, values, and expectations different from their own.

6.)  Students will achieve a heightened awareness of their individual strengths and weaknesses as a negotiator and thereby begin developing his or her own negotiating style.