NEGOTIATION AND COMPETITIVE DECISION MAKING (2 Credits)

Learning Outcomes:

On successful completion of this course, student will be able to:

1. Explain negotiation and competitive decision making theory and practice in entrepreneurial venture in globalization era
2. Apply the concept of negotiation and competitive decision making in real business
3. Analyze of business problems related to negotiation and competitive decision making process.

Topics:

1. The art of effective decision making
2. The Nature of Negotiation
3. Strategy and Tactics
4. Negotiation: Strategy and Planning
5. Individual Differences
6. Perception, Cognition, and Emotion
7. Communication Process and Outcomes
8. Negotiation Power and Persuasion
9. The Dynamics of Disputes and Thrid Party Help
10. Confronting The Dark Side
11. Multiparty, Coalitions and Team Negotiations
12. Managing Difficult Negotiation
13. Best Practices in Negotiations