BA 322Negotiation Skills for Business Professionals

3 credits · Business Administration · Penn State

BA 322 Negotiation Skills for Business Professionals (3) This course integrates the experiential and intellectual components of negotiation, and emphasizes the preparation and conduct of business negotiations in a range of situations. These situations include integrative and distributive scenarios, development of negotiation relationships, and negotiation in multi-organization, multi-industry, multi-cultural, and multi-national environments. Basic negotiation theories will be addressed and applied through the recognition and the resolution of conflict by applying various bargaining strategies. Students will learn how to prepare for a negotiation event. Students will learn to select the appropriate negotiation strategies in order to match the needs of the situation. Students will develop the negotiation skills needed to meet the challenges facing today's executives. Students will develop the sophistication to analyze bargaining and conflict relationships, and an awareness of their individual bargaining style. Students will apply various techniques in order to: understand the basic elements of negotiation; make informed decisions about continuing a negotiation or walking away; participate or lead in team-based negotiations; and effectively manage international negotiations. A primary component of this course is application of negotiation theories through exercises in which the student assumes various roles within a negotiation scenario. Through practice and role playing, students will develop effective personal and professional negotiation skills.