Contract Negotiations

Course Description

An analysis of bargaining and negotiation principles and practices in the public sector. The course focuses on the financial issues of contract negotiations and labor relations. Case studies, simulation exercises, research projects and group discussions complement the presentation of theory and practical experience in developing effective negotiation skills.

Learning Outcomes

  • Describe the stages and analyze the process of contract negotiation.
  • Identify the key issues in preparing for bargaining.
  • Develop strategies and techniques for effective contract negotiating.
  • Analyze and evaluate the effectiveness of various negotiating strategies and techniques.
  • Evaluate the implementation of contracts in forming good working relationships with all involved parties.

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School of Professional Studies

“Our faculty members have years of experience in their fields. That practitioner insight brings their course material to life and gives students tools and expertise they can put into practice right away.”
School of Professional Studies
Micaela R.
Class of 2014