The Popularity of Negotiation Classes in Business Courses

Paper Summary:

This paper discusses the theory according to Thompson and Leonardelli as to why there are more courses on negotiation being offered at business schools than courses on any other subject, with the exemption of core requirement classes, but also including non-degree and executive courses. According to this paper, Thompson and Leonardelli theorize that the combination of academia and business application has created the perfect breeding ground for negotiation theory and practice. Add to this the fact that negotiation is one of the more elusive skills for business people who often have the mindset that they need to look after their best interests, and one can begin to understand the need for training, in this area.

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