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Oct 31, 2025
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Catalog 2024-2025 [ARCHIVED CATALOG] Chemeketa Community College, Salem OR (curriculum@chemeketa.edu)
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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
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