DBA 8758

Description

Examines the increasingly complex nature of business negotiations. Market forces have shifted business strategies from a personal relationship model to a process-oriented and analytical one, resulting in a new approach to negotiating. Focuses on understanding and applying a strategic negotiation process essential to success in the business environment. Learners differentiate between individual and organization-wide negotiation strategies and achieve consensus regarding how negotiations are to be conducted and what results are expected. Provides a theoretical approach to negotiations and business strategy by examining persuasion, communication, power, game, and trust theories.

Objectives

1. Interpret the various types and causes of conflict.
2. Examine the characteristics of negotiation.
3. Appraise the impact of framing in negotiating and resolving conflict.
4. Develop strategies for distributive and integrative negotiations.
5. Compare the advantages and disadvantages of various dispute resolution techniques.
6. Contrast the advantages and disadvantages of various communication styles related to negotiating and resolving conflicts.
7. Assess the challenges that may arise when engaging in international negotiations.
8. Evaluate the benefits and challenges of engaging in multiparty and team negotiations.

PreRequisites

Graduate level course in business strategy.

Textbook(s)

* Disclaimer: Textbooks listed are based on the last open revision of the course. Prior revisions and future revisions may use different textbooks. To verify textbook information, view the course syllabus or contact the CSU Bookstore at bookstore@columbiasouthern.edu