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National College Credit Recommendation Service

Board of Regents  |  University of the State of New York

Coopersmith Career Consulting | Evaluated Learning Experience

Business Negotiation (BUS-355)

Location: 

Various; distance learning format.

Length: 

Varies (self-study; self-paced).

Dates: 

April 2019 - Present. 

Instructional delivery format: 
Online/distance learning
Learner Outcomes: 

Upon completion of this course, students will be able to: summarize the stages and elements of the negotiation process; compile the skills and techniques of a successful negotiator; differentiate negotiation styles and mental models, analyze their own behavior in negotiations; contrast the methods to counter manipulation and psychological press in negotiations; discuss the actions taken at different stages of negotiations; explain the important of pre-negotiation and post-negotiation phases and compare the roles and functions in negotiation teams; analyze the skills of organizing and managing negotiation teams; clarify the purposes of the best alternative to a negotiated agreement; and differentiate between positions from interests in negotiations.

Instruction: 

This course provides students with the ability to develop analytical and communication skills necessary for successful negotiations, as a complex three-stage process, consisting of preparation, negotiating, and post-negotiation implementation and evaluation. Instruction combines both theoretical knowledge of leading negotiation scholars and practical experience through learning by doing.  Instructional methods include: study guide, required readings, and a final exam.

Credit recommendation: 

In the upper division baccalaureate degree category, 3 semester hours in Management, Marketing, Paralegal Studies, Operations Management, Human Resources, or Entrepreneurship Studies (4/19).

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