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Communication and Negotiation (607)
Tuition $ 825 - Credits: 3 |
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This is a two-part course. The first part covers all aspects of business communication. The second part concentrates on the principles and techniques of negotiation of which communication is an essential part.
Communication in business consists of different skill sets. The ability to communicate is essential to success in today's business environment. This part of the course is organized around the traditional content of a business communications course, including written and oral communication, global and multicultural issues, legal and ethical situation, and technology in communication.
Negotiation takes place when two or more parties, each with their own objectives, seek to reach a mutually satisfying agreement. Negotiation is not the process of giving in or mutual sacrifice in order to secure an agreement. It is a process used to find formula which will maximize the interest of all parties to the negotiation. Negotiation takes place in all phases of business. This part of the course offers a complete approach to the development of the knowledge, attitude and skill required for success in negotiation. The emphasis is on the entire negotiation process, not just on a series of unrelated negotiation tactics.
Subjects covered include:
| The Communication Environment |
Negotiation: Framing, Strategizing, and Planning |
| Developing Communications |
Distributive Bargaining vs. Integrative Negotiation |
| Fundamentals of Business Writing |
Communication, Perception, and Cognitive Biases |
| Business Messages, Proposals, and Reports |
Finding and Using Negotiation Leverage |
| Verbal and Nonverbal Communication |
Ethics in Negotiation |
| Communication on the Job |
Multiparty Negotiations |
| Communication and Technology |
Individual Differences |
| International and Cross Cultural Communication |
Global Negotiation |
| The Nature of Negotiation |
Managing Difficult Negotiations |
| Increase
Your Understanding of |
• Communication Strategies
• Techniques of Communication
• Negotiation Strategies and Techniques
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| Improve Your
Ability to |
• Communicate Across Organizations
• Communicate Globally
• Negotiate Successful Arrangements
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Professor: TBD
Text: "Business Communications", by Raymond V. Lesikar, Marie E. Flatley, Kathryn Rentz, McGraw-Hill Irwin; "Negotiation", by Roy J. Lewicki, David M. Saunders, Bruce Barry, McGraw-Hill Irwin; "Negotiation - Readings, Exercises and Cases", by Roy J. Lewicki, David M. Saunders, Bruce Barry, McGraw-Hill Irwin. |