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Course level: Undergraduate
This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology.
What you'll learn
Course skills and outcomes
- Explain key negotiation concepts and terms.
- Analyze the roles of communication, personality, and relationships in negotiation.
- Evaluate the benefits, cost, and risks associated with negotiation.
- Describe the negotiation process.
- Compare and contrast the different negotiation strategies.
- Prepare a negotiation plan.
- Determine the stakeholders in the organizational negotiation process.
- Apply factors that are used to support and facilitate negotiation strategies.
- Analyze the impact of ethics and culture in organizational negotiations.
- Analyze conflict in organizational negotiations.
- Apply conflict management intervention strategies to resolve organizational conflict.
- Analyze the implications of globalization and technology on negotiations.
- Discuss the evolving nature of negotiation philosophies.