Business Negotiation

Course No.: BUS 415

Course Title: Business Negotiation

Credits: 3

Catalog Description:

Provides students with techniques for becoming skillful negotiators in a wide range of settings. The framework and fundamental steps of negotiating, including how to develop an effective negotiating action plan are examined. Students will be introduced to current theory surrounding the negotiation process.

Learning Outcomes:

  • After completing this course, students will be able to:
  • Analyze negotiation situations.
  • Describe the importance of information for negotiating well.
  • Summarize common negotiating mistakes.
  • Develop a strategic plan for effective negotiation
  • Gain an intellectual understanding of negotiator behavior.
  • Use trust, body language, and psychology for better negotiations.
  • Understand the difference between integrative and distributive negotiation.
  • Understand and be able to use win/win negotiation strategies.
  • Be familiar with negotiation ethics.
  • Understand the problems of and best approaches to international negotiation.
  • Understand the nature of conflict.
  • Understand individual and joint decision making processes.
  • Devise individual and group strategies that minimize the destructive consequences of conflict.


Required Reading:

  1. Fisher, Robert, William L. Ury & Bruce Patton, Getting to Yes (2nd ed.), Penguin, NY, 1991;
  2. Pease, Alan & Barbara Pease, The Definitive Book of Body Language, Bantam, 2008; Students are expected to purchase these books immediately.

Additional readings consist of articles posted on Thinkwave and listed below in the “Topical Outline and Timeline.”