Interest-Based Negotiation
BUSA-40128
Becoming a skillful negotiator is essential for all professionals. Learning to produce superior outcomes through negotiations is a learnable skill that can benefit individuals in any field. Negotiation is both a science and an art. The science is in the elements of the negotiation process, and the art is in how those elements are combined and emphasized to produce greater results.
This course provides 30 education hours applicable toward Professional Development Units (PDUs). To request an official university transcript, please contact Student Services or click here for more information.
Learning Outcomes:
Upon completion of this course, students will be able to:
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Assess the strengths and weaknesses of your existing negotiation style
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Understand the phases and elements, and their roles in the negotiation process
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Practice identifying the strategies and tactics that achieve desired outcomes
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Understand how the roles, interests and positions are factored into the negotiation process
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Learn the types, sources and uses of influence
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Practice preparing for, and negotiating, a range of agreements with classmates
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Understand where a collaborative (Win-Win) approach is effective, and when competitive bargaining should be employed
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Learn how to bargain, make smart concessions, and avoid common pitfalls
