MBA563: Negotiation

Course Credits:
Course Hours Per Week:

Course Overview

This course is designed to promote an understanding of the theory and practice of negotiation. Negotiation is presented as a complex social and communicative skill, which is as necessary for managing everyday life as it is for succeeding professionally in a multicultural and globalized world.

The course project is a Comprehensive Negotiation Plan: Preparing to Enter a Negotiation. Students will apply course concepts and principles to prepare for a negotiation situation of their choice and propose a constructive course of action. Students will complete weekly project installments that will culminate in a comprehensive final project.

Course Learning Objectives

  • Identify personal negotiation values and competencies.
  • Analyze the role of leverage and power in the distributive approach to negotiation.
  • Analyze the process of joint value creation in the integrative approach to negotiation.
  • Analyze the transformation of social interactions through the relational approach to negotiation.
  • Evaluate the potential impact of culture and gender on negotiation behavior and strategy.
  • Apply techniques for the special situations of multiparty negotiation, negotiation agents, and third-party neutrals in complex negotiations.
  • Evaluate the impact of law and ethics on negotiations.
  • Develop a comprehensive negotiation plan.