0 to 3 credits
Fall 2026 Lecture
Decision-making examines organizational context, stages, creativity, biases, and group processes. Negotiations examine strategies for preparing and conducting negotiations. The principal focus is on individual and interpersonal aspects of each. Permission of department required.
Learning Outcomes1Understand the basic components of business negotiations through reading and completing assignments based on the textbook chapters.
2Learn the basic components of a negotiated contract by completing a business transaction in written form.
3Attain pragmatic negotiations skills using the I-Message method for daily activities encompassing negotiation tactics and the Verbal Skills method for more sophisticated negotiations for a major business transaction.
4Explore cultural differences in negotiations by completing a study of practice in two countries other than the U.S. and sharing results with other students to expand their cultural knowledge base.
5Explore and practice alternative dispute resolution techniques including mediation and arbitration.
6Demonstrate the negotiations skills they are attaining by participating in class role-plays and by completing a final major negotiation in class.
Restrictions
made by Purdue students.