Course

Course Summary
Credit Type:
Course
ACE ID:
BISK-0137
Organization's ID:
MGTC863
Organization:
Bisk Education
Location:
Classroom-based
Length:
8 weeks (32 -- 48 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Negotiations For Managers or Negotiations
Description

Objective:

The course objective is to introduce students to the negotiation process; focus on concepts and specific techniques that will assist students in conducting a successful negotiation; provide guidelines to assist students in having a positive impact to their negotiation outcomes, whether solo or in teams; and immediately apply the techniques by participating in and analyzing a variety of real-world negotiation examples.

Learning Outcomes:

  • Focus on the importance of planning and other specific techniques for a successful outcome in spite of the contentious behaviors of the involved parties
  • Provide information on methods to create options during the collaborative process
  • Review strategies and concepts regarding managing conflicts and disputes that may occur before, during, or after negotiations.
  • Introduce the key concepts and techniques used in negotiations
  • Outline negotiator thinking patterns and characterize the contentious behaviors often exhibited during negotiations
  • Identify the most effective way to approach and accommodate for cultural differences in a negotiation
  • Address how coalitions are initiated and developed while providing detail regarding the most effective strategies to use in multiparty negotiations

General Topics:

  • Essential negotiation concepts, the importance of planning, distributive and integrative negotiation techniques, using personal traits to your advantage, negotiating with teams and multiparty groups, and managing conflicts and resolving disputes
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Discussion
  • Lectures

Methods of Assessment:

  • Examinations

Minimum Passing Score:

70%
Supplemental Materials