• 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.