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Communication Studies

COMM_ST 363-CN : Bargaining and Negotiation


This course is designed to explore the processes of bargaining and negotiation as theoretical, social, and managerial activities. It provides an overview of the basic theoretical approaches, concepts, processes, and research in bargaining and negotiation. Special emphasis is given in the areas of interpersonal and intergroup conflict as well as language bias and its links to negotiating. In addition, interpersonal influence techniques and the tactics and strategies involved with improved bargaining and negotiation are covered. The major purpose of the course is for each participant to gain insight into his or her own negotiating style and to become a more effective negotiator, as well as a more astute observer of social processes. The course involves extensive use of cases, role-plays, and related participative activities, enhanced by rigorous self-review and introspection.

As of 3/22/23, this course has been cancelled.

Spring 2023
Start/End DatesDay(s)TimeBuildingSection
03/27/23 - 06/10/23Days: TBA
6:15 – 9:15 p.m.Wieboldt Hall 40616
InstructorCourse LocationStatusCAESAR Course ID
Tepper, Samuel
Chicago Campus
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