People Innovation Excellence

BUSINESS NEGOTIATION STRATEGY (4 Credits)

Learning Outcomes:

On successful completion of this course, student will be able to: Explain basic concept , principles, types and prerequisites to execute business negotiation strategy; Discuss the creativity and problem solving in facing negotiation dilemmas and considers the defensible ways of negotiation strategy concepts, principles, types and prerequisites ought to be applied to business; Apply the stages of practical negotiation strategy through real time-not hypothetical-dilemmas, stories and cases

Topics:

  1. Negotiation Fundamental (1): Understanding Negotiation
  2. Core Concept of Negotiation (1): Core Negotiation Concept
  3. Core Concept of Negotiation (2): Negotiation Orientation
  4. Core Concept of Negotiation (3): Cross Cultural Negotiation
  5. Core Concept of Negotiation (4): Distributive Negotiation
  6. Core Concept of Negotiation (5): Negotiation Determination
  7. Core Concept of Negotiation (6): Solving Social Dilemmas in Negotiation
  8. Negotiation Prerequisites (1): Communication Skills in Negotiation
  9. Negotiation Prerequisites (2): Accelerating Non Verbal Communication
  10. Negotiation Prerequisites (3): Developing Negotiation Style
  11. Practical Negotiation Phase One (1): Preparation of Negotiation
  12. Practical Negotiation Phase One (2): The First Phase of Negotiation
  13. Practical Negotiation Phase One (3): Objective Setting and Planning of Negotiation
  14. Practical Negotiation Phase One (4): Negotiation Tactics and Strategy
  15. Practical Negotiation Phase One (5): Creativity and Problem Solving in Negotiation
  16. Practical Negotiation Phase Two (1): Managing Movement of Negotiation
  17. Practical Negotiation Phase Two (2): Negotiation Structure and Planning
  18. Practical Negotiation Phase Two (3): Managing Multiple Parties, Coalitions and Teams
  19. Practical Negotiation Phase Two (4): Managing Third Party Intervention in Negotiation
  20. Practical Negotiation Phase Two (5): Negotiation via Information Technology
  21. Practical Negotiation Phase Two (6): Negotiating Job Offer
  22. Practical Negotiation Phase Three (1): Building and Effective Negotiation-Establishing Trust and Building a Relationship
  23. Practical Negotiation Phase Three (2): Developing Win-Win Negotiation
  24. Practical Negotiation Phase Three (3): Mastering Business Negotiation
  25. Practical Negotiation Phase Three (4): The End of the Road
  26. Negotiation Fundamental (2): The Mind and Heart of Negotiation

Published at : Updated

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