| Course ID: | EMBA 7400E. 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 communication in building the desired relationship is also stressed. |
| Oasis Title: | Bargaining and Negotiations |
| Duplicate Credit: | Not open to students with credit in EMBA 7400 |
| Nontraditional Format: | This course will be taught 95% or more online. |
| Grading System: | A-F (Traditional) |
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| 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 principled, 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 |