• Unit 1: What Is Negotiation?

    Negotiations (also referred to as "bargaining”) take place in a range of contexts.  While the objectives of this course focuses on business negotiations, the principles of negotiation apply to a vast and diverse range of personal, business, and public situations.

    For example, at home you may be negotiating a curfew with your teenager or a new home purchase. At work you may negotiate a purchasing contract with a new vendor, a new project with employees, or a merger between two major corporations. In the public sector, you may negotiate anything from a new school board policy, language in a bill with your Congressional representative, or an international trade agreement with China.

    Regardless of the context, the basic principles of negotiation are the same.  Whether you are involved in a friendly exchange or a high-stakes conflict resolution, you are involved in a two-way communication with the purpose of reaching an agreement. The same skills diplomats use to negotiate international peace agreements will help you become a more effective business negotiator.

    Completing this unit should take you approximately 7 hours.

    • Unit 1 Assessment