Unit 1: What Is Negotiation?
Negotiation (or bargaining) takes place in a variety 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.
Upon successful completion of this unit, you will be able to:
- identify and explain the theory, processes, and practices of negotiation, conflict resolution, and relationship management;
- identify the differences between the competitive and cooperative approaches;
- define the distinction between managing conflict and resolving conflict;
- identify various objectives of and obstacles to successful negotiation; and
- explain how we can optimize our decision making.