Negotiation Strategies

Catalog description

The course describes basic strategies and tactics used by a negotiator in the organization. Students will explore the critical role that power, influence, leverage and persuasion play on the negotiation process as well as the importance of establishing trust and building a lasting relationship with a negotiator. In addition, the importance of and strategies for preparation before a negotiation will be examined. Finally, problem solving techniques for creating value and methods for conducting difficult negotiations will be discussed. Components: Class, Discussion Prereqs/Coreqs: P: BUSADMIN 2100 Typically Offered: Occasionally