Course Code:LED 910

Credit hours:3

Course Overview:

The central aspect of business involves negotiation. Negotiation involves techniques, procedural steps, strategy as well as understanding the power and influence. This course will explore interaction between individuals and teams and the systems that interact with or affect them. Candidates will learn how to present their message successfully from understanding their audience.



Course Objectives:

Upon Course Completion, the participant should be able to:

1. Understand the role of negotiation
2. Communicate persuasively with variety of audience
3. Appreciate the difference between win-win and win-lose negotiation positions
4. Discover differences in international cultures impact negotiation
5. Provide the proper management response to a variety of negotiation conditions
6. Summarize your experience in a variety of negotiation simulations

Topics to be covered:

  • Behavioral Theories

  • Negotiation opportunities

  • Overcoming resistance

  • Influence tactics

  • Negotiate ethically

  • Strategic Negotiation

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