The Manager as Negotiator (MMG746)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT
FALL, SPRING, and SUMMER 2011/2012
Instructors:
Martha Belden
Joseph DeFazio
800-877-4723 X0163
Effective managers must be able to deal successfully with limitedresources, divergent interests of people, and organizational conflict.This course improves skills in negotiation and joint decision-making that students can apply immediately. Emphasis is on integrative bargaining and problem-solving. Students learn the theory and tactics for understanding and diagnosing a conflict, planning for negotiations, and implementing an effective conflict resolution strategy. (Fall and Spring: Alternate Tuesdays 6:10-10:30 p.m.; Summer:two weekends 9:00 a.m.-5:00 p.m. Saturday and Sunday.)
