Negotiations Management (MGMT424)

(01/09/2023-03/05/2023)

Course Memo

This course teaches how to apply strategies, tactics and counter-tactics to achieve success in contract negotiations. Emphasis is given to practical knowledge in contract negotiations, including planning, conducting and documenting the deal. Students will be able to differentiate between federal governmental and commercial contract negotiations. Finally the course helps students to develop skills towards managing and building business relationships during contract negotiations.