This course is about becoming a better negotiator through the understanding of theory, practice, and self-reflection. As this course is highly interactive, students are expected to prepare by completing the course readings and applying that knowledge directly in class every week. Periodically, we will also be joined by human resources and labour relations professionals who will discuss the types of negotiations they face in the course of their work, and how they handle these situations to achieve a desired outcome.
IRE 1630 (Negotiation Skills: Theory and Practice) - Raj Uttamchandani
IRE 472 (Negotiations) - Bob Thompson
William Ury (author of Getting to Yes) talks about negotiation.
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