This course provides an overview of negotiations in an organizational setting. Students will learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students will also examine conflict management techniques as well as emerging negotiation trends in globalization and technology.
Introduction to Negotiation
Explain key negotiation concepts and terms.
Analyze the roles of communication and personality in negotiation.
Evaluate the benefits, cost, and risks associated with negotiation.
Negotiation Processes and Strategies
Describe the negotiation process.
Compare and contrast the different negotiation strategies.
Prepare a negotiation plan.
Organizational Applications
Determine the stakeholders in the organizational negotiation process.
Apply appropriate negotiation strategies to support organizational goals.
Analyze the impact of ethics and culture in organizational negotiations.
Negotiations and Conflict Management
Analyze conflict in organizational negotiations.
Apply conflict management intervention strategies to resolve organizational conflict.
Emerging Trends
Analyze the implications of globalization and technology on negotiations.
Discuss the evolving nature of negotiation philosophies.
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