• Unit 4: Managing Different Types of Business Negotiations

    In this unit, we explore factors important to negotiating in an organizational context. These include salary negotiations, ironing out contracts with suppliers, settling contract issues with a labor union, and negotiating a merger. Consider how to negotiate as the underdog in business-to-business transactions. Transformational negotiations can go beyond providing a win-win solution to a problem; they can help build alliances. In these negotiations your counterpart is a partner, rather than an adversary, engaged in a collaborative effort to build a long-term strategic partnership.

    Completing this unit should take you approximately 14 hours.

    Upon successful completion of this unit, you will be able to:

    • identify and describe negotiation theories, concepts and tactics to manage negotiations as well as professional relationships:
    • describe and assess the importance of various factors that impact negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics; and
    • develop and execute effective negotiation strategies and tactics for different scenarios.