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The University of Massachusetts Amherst

Negotiation Theory and Practice


This course 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

Spring 2023


Feb 6, 2023 - May 17, 2023
Base Cost: $2,775 ($925/credit)
Term Fee: $75
Start date: Feb 06, 2023
End date: May 17, 2023
Last day to add: Feb 21, 2023
Last day to drop: Feb 21, 2023
Last day to withdraw: Apr 10, 2023