BA 286 Negotiations

Lecture Hours: 4
Credits: 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 WR 121Z; and completion of BA 101Z and COMM 115, each with a grade of C or better.

Student Learning Outcomes:

Identify effective negotiating and bargaining styles.
Prepare for negotiations.
Recognize personal bargaining style.
Describe the use of power, persuasion, and ethics in negotiations.
Describe the dynamics of multiple parties, coalitions, and teams.
Identify patterns of effective cross-cultural negotiations.
Examine the use of technology in negotiations.

Content Outline

Essentials of Negotiations
- Negotiation: The mind and the heart
- Preparation: What to do before negotiation
- Distributive negotiation: Slicing the pie
- Win-Win negotiation: Expanding the pie
Advanced Negotiation Skills
- Developing a negotiation style
- Establishing trust and building a relationship
- Power, persuasion, and ethics
- Creativity and problem solving in negotiations
Applications and Special Scenarios
- Multiple parties, coalitions, and teams
- Cross-cultural negotiation
- Tacit negotiations and social dilemmas
- Negotiating via information technology