BUS403: NEGOTIATIONS AND CONFLICT MANAGEMENT
Details
This course will start with the conceptual framework of negotiations as it applies to all areas of negotiation in both the public and private sectors. As the course progresses, you will focus on business negotiation skills and strategies designed to help you maintain healthy business relationships. Specifically, you will learn about the concepts, processes, strategies, and ethical issues related to negotiation as well as appropriate conduct in multicultural business contexts. You will also learn to better understand the theory, processes, and practices of negotiation, conflict resolution, and relationship management so that you can be a more effective negotiator in a wide variety of situations. If you take advantage of the opportunities this course offers, you will be more comfortable and more productive managing negotiations as well as professional and personal relationships.
You will examine strategies that are effective as well as those that are not. If a strategy works, you will determine how well it works and discuss alternatives to the less effective approaches. You will also identify various patterns of negotiation and conflict resolution in different national and cultural contexts, and you will gain an understanding of the influence of national and cultural variations in the decision-making process.
By the end of this course, you will have developed an understanding of the principles, strategies, and tactics of effective negotiation, conflict resolution, and relationship management and enhanced your ability to assess the impact of interpersonal styles,
personality, culture, and other variables that influence negotiation.
Learning Outcomes
- Identify and explain the theory, processes, and practices of negotiation, conflict resolution, and relationship management.
- Identify and explain the principles, strategies, and tactics of effective negotiation and professional relationship management.
- Identify and assess the variables in negotiations.
- Develop reliable planning techniques.
- Identify and describe negotiation theories, concepts and tactics to manage negotiations as well as professional relationships.
- Assess the importance of various factors that impact negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics.
- Develop and execute effective negotiation strategies and tactics for different scenarios.
- Identify and employ effective communication, problem-solving, and influence techniques appropriate to a given situation.
- Diagnose negotiation problems.
- Describe new negotiation ideas and practices.
- Explain how culture impacts negotiations.
- Identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations.
- Explain how Trompenaars’ and Hofstede’s theories of cultural dimensions can be applied to cross-cultural and international negotiations.
- Describe the types of political and legal issues that might arise during the course of international negotiations.
Course Requirements
√ Have access to a computer.
√ Have continuous broadband Internet access.
√ Have the ability/permission to install plug-ins or software (e.g., Adobe Reader or Flash).
√ Have the ability to download and save files and documents to a computer.
√ Have the ability to open Microsoft files and documents (.doc, .ppt, .xls, etc.).
√ Be competent in the English language.
√ Have completed all courses listed in “The Core Program” of the Business Administration discipline:BUS101/ENGL001: English Composition I through BUS105: Managerial Accounting.
Saylor Academy’s mission is to open education to all.
Saylor Academy’s mission is sustained by the continued evolution of an open educational ecosystem, and we are dedicated partners in this movement. Saylor’s commitment to the open education ecosystem is founded not just on open educational resources and open source learning technologies, but also on open access to credentials, and ongoing open learning opportunities.
Guided by these beliefs, Saylor Academy is currently focused on the following projects:
Open Courses: Maintenance and Learner-Centered Improvements
- A commitment to the OER community means that we’ll continue to replace open access materials with openly licensed ones in an effort to make Saylor courseware as reusable and remixable as possible.
- Open courses require more instructional supports for learners, so our current improvements focus on ensuring better and more frequent opportunities for Saylor students to practice what they’re learning.
Open Credentials: Adding New Opportunities and Bolstering Existing Ones
- We’re working on expanding our suite of Saylor Direct credit recommended exams, and we’re also keen on working with university partners to develop innovative and flexible partner degree launching and completion programs. ...
