| Course ID: | EMBA 7400. 2-3 hours. |
| Course Title: | Bargaining and Negotiations |
Course
Description: | Approaches for negotiating practical conflicts that arise in
business settings. Emphasis is placed on achieving outcomes that
are based on legitimate data, satisfy all parties' interests, and
include realistic and operational commitments. The role of
effective communications in building the desired relationship is
also stressed. |
| Oasis Title: | NEGOTIATIONS |
| Duplicate Credit: | Not open to students with credit in EMBA 8400 |
Semester Course
Offered: | Offered summer semester every year. |
| Grading System: | A-F (Traditional) |
|
| Course Objectives: | The course is intended to introduce students to the fundamental
principles of negotiations and conflict resolution. Students
are exposed to two general types of negotiations.
Distributive, or position-based, negotiations involve one or
more parties trying to improve a position regardless of the
cost such improvement imposes on the others. Integrative, or
pricipled, negotiations involve a mutual effort to improve all
parties' status. The course provides students with the
opportunity to focus on what creates conflict, and how
negotiation skills can assist in resolving conflicts. |
| Topical Outline: | 1. Introduction
2. Sources of Conflict
3. Relationships and Communications
4. Elements of Negotiation
5. Distributive Negotiations
6. Perceived Choice
7. Power and Power Games
8. Integrative Negotiations
9. Inventing Options: Brainstorming vs. Evaluating
10. Tools and Roles of a Negotiator
11. The Ideal Negotiation Process |
| Honor Code Reference: | Students are expected to adhere strictly to the University Honor
and Academic Honesty Policy, and to follow generally accepted
standards of honesty in all assignments and examinations. |