BUS 3909 Negotiating for Success
This course teaches critical negotiation and influencing skills. We begin by examining the difference between surface positions or strategies versus underlying interests or motivators, the difference between integrative and distributive bargaining, and some of the key psychological influences in negotiation. We then explore personal styles of influence and conflict management as well as effective communication skills for better understanding and persuasion. Finally, we analyze the phases of a negotiation and the management of certain critical stages.