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The University of Massachusetts Amherst

ST-Negotiation Theory & Practice


The course Negotiation Theory and Practice examines negotiation fundamentals, including the two core strategies of competitive (win-lose) negotiation and integrative (win-win) negotiation. Course content focuses on negotiation preparation, strategy formulation, determination of goals and objectives, and processes for bringing about a successful settlement. The course will also explore psychological processes, power dynamics, communications at all stages of negotiation, ethical issues and the challenges of cross-cultural negotiations. The format of the course will be organized around a series of bargaining simulations and cases that are supported by readings, videos, and cases.
Course Details

Fall 2021


Sep 1, 2021 - Dec 8, 2021
Michael Famighette
Base Cost: $2,700 ($900/credit)
Term Fee: $50
Start date: Sep 01, 2021
End date: Dec 08, 2021
Last day to add: Sep 15, 2021
Last day to drop: Sep 15, 2021
Last day to withdraw: Oct 28, 2021