BA 286 - Negotiations

Lecture Hours: 4
Credit Hours: 4

Introduces the fundamentals and phases of negotiations, tools to use during negotiations, and ways to find win-win solutions. Covers preparing for negotiations, developing a negotiation style, building trust and relationships, and bargaining strategies. Addresses use of power and persuasion; the role of ethics; and the dynamics of multiple parties, coalitions, and teams in negotiations. Introduces cross-cultural negotiations and use of technology.

Recommended: Placement into RD 090 and WR 121; and completion of BA 101 and COMM 115, each with a grade of C or better.