law5uts usa negotiation thery
USA NEGOTIATION: THEORY AND STRATEGY
LAW5UTS
Not currently offered
Credit points: 15
Subject outline
This unit provides an overview of the theoretical issues negotiators must confront and an opportunity for students to develop thsir negotiating skills. Topics will include setting reservation points and estimating the bargaining zone, integrative bargaining, power, social norms in negotiation, the American law governing deceit and candor in negotiation, principal-agent issues, and the unique challenges of mulit-party netotiation. The class will follow a workshop format, with days combining lecture, negotiating simulations, and class participation
FacultyFaculty of Business, Economics and Law
Credit points15
Subject Co-ordinatorGordon Walker
Available to Study Abroad StudentsYes
Subject year levelYear Level 5 - Masters
Exchange StudentsYes
Subject particulars
Subject rules
PrerequisitesN/A
Co-requisitesN/A
Incompatible subjectsN/A
Equivalent subjectsN/A
Special conditionsN/A
Learning resources
Readings
| Resource Type | Title | Resource Requirement | Author and Year | Publisher |
|---|---|---|---|---|
| Readings | Negotiation Theory and Strategy | Preliminary | Russell Korobkin | ASPEN (2002) |
Subject options
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