MBAD641

This course will start with the conceptual framework of negotiations, then we will focus on business negotiation skills and strategies designed to help you maintain healthy business relationships.

Negotiation refers to the process of interacting in order to advance individual interests through joint action. Negotiations take place constantly in our everyday lives, both professionally and personally. In this course, you will learn that negotiations, conflict resolution, and relationship management are complex processes. Successful practitioners possess and apply a blend of perceptual, persuasive, analytical, and interpersonal skills that you will examine carefully in this course. In today’s business world, firms start and grow by virtue of successful negotiations and by developing long-term relationships. By the same token, such relationships can break down due to ineffective negotiating behavior and conflict management approaches. Such breakdowns can also occur because of misunderstandings and misperceptions of the other parties’ positions and interests.