Havard Negotiation Essay

3125 Words Mar 1st, 2014 13 Pages
Concourse | Negotiations

https://webster.campusconcourse.com/view_syllabus?course_id=12777

W EBSTER UNIVERSITY • JOINT BASE ANACOSTIA-BOLLING • GEORGE HERBERT W ALKER SCHOOL OF BUSINESS & TECHNOLOGY • MANAGEMENT

NEGOTIATIONS
PROC-5840 3 Credits 01/07/2013 to 03/09/2013 Section 34 S1 2013 Modified 12/05/2012

MEETING TIMES
Saturdays - 8:00am-12:00pm

CONTACT INFORMATION
Monica Y. Watts, MBA Email: monicawatts98@webster.edu Phone: 202-344-2938 Fax: 202-344-1254 Preferred contact method: Email

DESCRIPTION
The course involves scope, strategies, and objectives related to negotiated acquisitions. The preparation, conduct, and documentation of the negotiation process are included.

Requisites
None

OBJECTIVES
The
…show more content…
The students will be able to creatively construct and implement moderately complex Procurement and Acquisition Management solutions to real organizational problems using frameworks procedures, and methods derived from the individual PROC disciplines by using the dynamics of interpersonal and intergroup conflict and its resolution. The students will be able to utilize themselves as scholar-practitioners, capable of creatively synthesizing intellectual explanation of PROC models with methodological competencies and experience-based perceptual skills and judgment by effectively integrating the experiential and intellectual learning components of negotiation.

REQUIRED TEXTBOOK
Negotiation Readings, Exercises, And Cases
Author: Roy J. Lewicki, David M. Saunders, Bruce Barry Publisher: McGraw-Hill Book Company

MATERIALS
Lewicki, Roy J., Saunders, David M., Minton, John W., and Barry, Bruce. (2010) Negotiation Readings, Exercises, and Cases. (6th ed.). Boston: McGraw-Hill Irwin ISBN: 978-0-07-353031-4 Please do not purchase the international version.

RECOMMENDED READINGS: Federal Acquisition Regulation (FAR) Part 15 Fisher, Roger, Patton, Bruce, and Ury, William. (1991) Getting to YES, Negotiating Agreement Without Giving

Related Documents