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:
- Negotiation Fundamental (1): Understanding Negotiation
- Core Concept of Negotiation (1): Core Negotiation Concept
- Core Concept of Negotiation (2): Negotiation Orientation
- Core Concept of Negotiation (3): Cross Cultural Negotiation
- Core Concept of Negotiation (4): Distributive Negotiation
- Core Concept of Negotiation (5): Negotiation Determination
- Core Concept of Negotiation (6): Solving Social Dilemmas in Negotiation
- Negotiation Prerequisites (1): Communication Skills in Negotiation
- Negotiation Prerequisites (2): Accelerating Non Verbal Communication
- Negotiation Prerequisites (3): Developing Negotiation Style
- Practical Negotiation Phase One (1): Preparation of Negotiation
- Practical Negotiation Phase One (2): The First Phase of Negotiation
- Practical Negotiation Phase One (3): Objective Setting and Planning of Negotiation
- Practical Negotiation Phase One (4): Negotiation Tactics and Strategy
- Practical Negotiation Phase One (5): Creativity and Problem Solving in Negotiation
- Practical Negotiation Phase Two (1): Managing Movement of Negotiation
- Practical Negotiation Phase Two (2): Negotiation Structure and Planning
- Practical Negotiation Phase Two (3): Managing Multiple Parties, Coalitions and Teams
- Practical Negotiation Phase Two (4): Managing Third Party Intervention in Negotiation
- Practical Negotiation Phase Two (5): Negotiation via Information Technology
- Practical Negotiation Phase Two (6): Negotiating Job Offer
- Practical Negotiation Phase Three (1): Building and Effective Negotiation-Establishing Trust and Building a Relationship
- Practical Negotiation Phase Three (2): Developing Win-Win Negotiation
- Practical Negotiation Phase Three (3): Mastering Business Negotiation
- Practical Negotiation Phase Three (4): The End of the Road
- Negotiation Fundamental (2): The Mind and Heart of Negotiation
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