GBUS 447
Negotiation
The class examines the behavioral foundations of the negotiation process. Topics include: The negotiation process, negotiation planning, power in negotiations, communications in negotiations, tactics, concepts of win-win and win-lose, social styles, individual and team negotiations, ethical considerations, cultural differences, negotiating in sole source (customer) situations, using third parties. The concepts will be exposed through both lectures and simulations.
Topics
- The negotiation process
- negotiation planning
- power in negotiations
- communications in negotiations
- tactics
- concepts of win-win and win-lose
- social styles
- individual and team negotiations
- ethical considerations
- cultural differences
- negotiating in sole source (customer) situations
- using third parties
Topics explicitly listed in official catalogue description
Sources
- Course catalogue ↗2026-2027