Dec 07, 2022  
2020-2021 Undergraduate Academic Catalog 
    
2020-2021 Undergraduate Academic Catalog [ARCHIVED CATALOG]

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BA 4410 - Negotiations

3 lecture hours 0 lab hours 3 credits
Course Description
The purpose of this course is to become more effective in negotiating, a skill that permeates virtually every aspect of business and area of life.  It is the art and science of analysis and development of skills to implement solutions.  Deciding when it is appropriate to negotiate, setting goals, and recognizing the characteristics of a good deal will be explored.  Strategies and tactics on setting the right tone and analyzing the interests and expectations of the parties are discussed.  These issues are critical to creating and claiming value on a sustainable basis. (prereq: none)
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Examine and improve communication skills, with a focus on non-verbal messages and listening
  • Evaluate their personal emotional tendencies in the face of conflict and learn to manage their bargaining strengths and weaknesses
  • Effectively utilize and apply conflict intervention strategies such as coaching, negotiation, mediation, and system design in the management and resolution of conflict
  • Appraise one’s personal and professional growth for being a fair, honest, and reasonable negotiator

Coordinator
John Osmanski, J.D.



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