MGT 322 - Negotiation skills and contracting
course description
This course is designed to focus on negotiations in a variety of business settings. Negotiations could involve individuals, groups, and firms as represented by either of the former categories. By providing important terms, concepts, and jargon tips and tactics for conducting successful negotiations, this course offers a practical understanding of conflict resolution and negotiations in today’s competitive work environment.
intended learning outcomes
Upon completion of this course, students will be able to:
- 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 procedures to manage negotiations as well as professional relationships.
- Assess the importance of various factors that influence negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics.
- Develop and execute effective negotiation strategies and strategies for different scenarios.
- Identify and employ effective communication, problem solving, and influence techniques appropriate to a given situation.
- Diagnose negotiation problems by applying innovative ideas, solutions and practices
- Identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations.
- Describe the types of political and legal issues that might arise during the course of international negotiations.
ASSESSMENT
assessment methodQuizes
Midterms Project and Case Studies Assignment Final Exam Total |
freqency1
1 1 2 1 6 |
weight10%
25% 10% 20% 35% 100% |