Negotiation Strategies

(3 Credit Hours) · Undergraduate

This course provides students with a comprehensive understanding of negotiation theory and practice within business and organizational contexts. It develops the analytical, interpersonal, and communication skills necessary to plan and execute effective negotiations. Through case studies, simulations, and class discussions, students learn to identify the stages and dynamics of negotiation, differentiate between key approaches (hard, soft, and principled), and apply integrative and distributive strategies to achieve win-win outcomes. The course also explores advanced topics such as power dynamics, cross-cultural influences, psychological manipulation, ethical considerations, and post-negotiation evaluation. By the end of the course, students will be able to design negotiation strategies, manage conflicts constructively, and adapt their negotiation style to diverse professional situations.