Course Description

Course Name

Business Negotiation

Session: VSOS3221

Hours & Credits

3 Credits

Prerequisites & Language Level

Taught In English

  • There is no language prerequisite for courses at this language level.


A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially (through participation in negotiation role-play exercises) and to understand negotiation in useful analytical frameworks. The second part of the course deals with academic papers regarding negotiation. This seminar will expose you to theories and research on negotiation in the field of organizational behavior. We will focus on strategic decision making and the processes underlying negotiation. This course will draw heavily on research from fundamental disciplines that influence organizational behavior, psychology, economics, and communication in particular.

Course Objectives
Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations.

Negotiation (2010). Roy J. Lewicki, David Saunders, Bruce Barry.
Boston: McGraw-Hill. (ISBN : 9780071263641)

*Course content subject to change