Master in Management
Negotiating to Win
MM 540 (Summer Term Course, 1 credit)
Glenn McDuffy, MAT
This course is designed to help you sharpen your negotiation skills so you will always be able to get the best deal. The tactics, strategies, gambits, and counter-gambits you will learn will allow you to be at ease in any negotiating situation and recognize when certain ploys are being use against you. You will learn how to counter negotiating tactics, gain an understanding of the basic forms of power, and address how each may affect negotiations. You will also discover the satisfaction of conducting win-win negotiations.