MGT 4200 - Negotiation Skills

3 unit(s)

Course examines the concepts, issues, practices, and skills necessary for effective negotiation. Theory, research findings, practice and a variety of negotiation skills and tactics will be presented and practiced. The situational and contextual dimension of negotiation will be emphasized. Additionally, the two fundamental approaches to negotiation strategy, win-win and win-lose, will receive considerable focus. Role play exercises and case study reviews will be utilized to develop understanding of the concepts, strategies, tactics, and skills necessary for effective negotiation.

Prerequisites: MGT 3310 or consent of instructor.

Course Learning Outcomes List
Students will:

Describe and give examples of the concepts, strategies, tactics, and skills necessary for effective negotiation;
Describe and explain the characteristics, strengths and weaknesses of win-win (integrative) and win-lose (distributive) negotiation strategies and tactics;
Demonstrate effective win-win and win-lose negotiation skills;
Describe and give examples of major factors that impact negotiations (e.g., power; multiple parties, groups and teams; and international and cross-cultural negotiation;
Demonstrate professional written communication skills; and,
Demonstrate professional verbal communication skills.

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