Course Overview:

The course explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. Students learn negotiation fundamentals, subprocesses, contexts, individual differences, negotiation across cultures, and resolving differences through role-play exercises, case studies and self-assessment questionnaires.  Overall, the course provides students with a comprehensive understanding of the principles and practices of negotiation, as well as the skills and knowledge needed to negotiate in a variety of contexts effectively.

Prerequisite:

  • The student must have completed grade 12 or equivalent education.
  • Students from non-English speaking countries must pass the English Language Proficiency Test.
  • English Language Proficiency Test scores (IELTS – 6.0, TOEFL – 70, PTE – 45, CAEL – 70, CAE – 176, Duolingo – 110, Password – 6.5, and PTE – 61) are acceptable.

Learning Outcomes:

  • Understand the key concepts and theories of negotiation, including distributive and integrative negotiation, cooperative and competitive strategies, and the role of power and interests in negotiation.
  • Analyze and evaluate different negotiation styles and tactics, including the use of concessions, collaboration, and assertion, and understand how these styles can impact the outcome of a negotiation.
  • Develop the skills and knowledge needed to prepare for and conduct successful negotiations, including the ability to research and gather information, set clear and achievable goals and objectives, and identify and prioritize issues.
  • Understand the role of emotions and psychology in negotiation and learn how to recognize and manage emotions effectively during the negotiation process.
  • Learn how to negotiate in a variety of contexts, including one-on-one, group, and virtual negotiations, and understand the different challenges and opportunities that each context presents.
  • Understand the legal and ethical considerations involved in the negotiation, including the use of ethical principles such as fairness and honesty, and develop the ability to apply these principles in negotiation.
  • Understand the cultural and global dimensions of negotiation, including the impact of culture on communication, decision-making, and conflict resolution, and learn how to negotiate with people from different cultures and backgrounds effectively.
  • Practice and apply the skills and knowledge learned in the course through role-playing and simulated negotiation exercises and receive feedback and coaching from the instructor and peers.
  • Conduct successful win-win negotiations.

Course Content & Topics:

Class 1: Foundation of Negotiation Dynamics
Class 2: Preparing and Setting Negotiation Objectives
Class 3: Effective Communication Strategies
Class 4: Creating Win-Win Solutions  
Class 5: Navigating Difficult Conversations
Class 6: Emotional Intelligence in Negotiations   
Class 7: Building Trust and Rapport
Class 8: Negotiating Culture and Diversity    
Class 9: Leveraging Data and Analysis
Class 10: Strategic Planning for Negotiations      
Class 11: Breaking Deadlocks   
Class 12: Ethics in Negotiations  
Class 13: Closing Deals Successful & Negotiation Skills for the Future

Final Exam: MCQs and a case study project

Credit Information:

  • Credits: 3

Duration:

  • 14 Weeks: 3 hrs/week

Course & Related Fees:

  • Domestic & International: $750 (Seven hundred fifty dollars)

For a detailed breakdown, please refer to Policy #S-005 Programs & Course Fee Schedule

Non-Refundable Fees:

  • Application Fee: $50.00/course (payable online and non-refundable)