Effective Negotiation #367622
Course Details, Learning Objectives, Table of Contents
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Course publication/revision date: This course was updated on 8/15/2022.
This course discusses how to be a more effective negotiator. It does so by introducing the basic negotiation concepts, including the best alternative to a negotiated agreement, the reservation price, and the zone of possible agreement. The course also notes the differences between distributive and integrative negotiations. It addresses the characteristics of a negotiator, how to prepare for a negotiation, and the types of tactics that can be used in a negotiation. Attention is also paid to dealing with failing negotiations, negotiations with employees and suppliers, and how to measure the effectiveness of negotiations.
Course, Credit, Sponsor Information
Open link (above): Course Details, Table of Contents, and Learning Objectives.
Subject Codes/Fields of Study: Business Management and Organization
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