BUSINESS NEGOTIATION STRATEGY (2 SCU)

Learning Outcomes:

On successful completion of this course, students will be able to: Explain basic concepts, 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; Apply the stages of practical negotiation strategy through real time-not hypothetical-dilemmas, stories and cases.

Topics:

1. Negotiation Essentiality (1): The Core Concept of Negotiation;
2. Negotiation Essentiality (2): Negotiation Determination;
3. The Goal of Negotiation: Becoming Business Negotiation Master;
4. Negotiation Types (1): Multi and Cross Cultural Negotiation;
5. Negotiation Types (2): Negotiation Styles;
6. Negotiation Types (3): Achieving Win-win Negotiation;
7. Prerequisite for Successful Negotiation (1) Having an Excellent Preparation;
8. Prerequisite for Successful Negotiation (2) Having an Excellent Communication Skill;
9. Negotiation in Practice (1): Achieving an Excellent Tactics and Strategy;
10. Negotiation in Practice (2): Dealing with Multiple Parties;
11. Negotiation in Practice (3): Maintaining Movement;
12. Negotiation in Practice (4): Optimizing Virtual Negotiation;
13. The End of the Road: Closing with a Comprehensive Deal.