• 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.

    • 4.1: Multi-Party Business Negotiations

    • 4.2: Negotiating Mergers and Acquisitions

    • 4.3: Sales Negotiations

    • 4.4: Negotiating with Suppliers

    • 4.5: Labor Negotiations

    • 4.6: Gender in Business Negotiation

    • 4.7: Negotiating for Yourself

    • 4.8: Principals and Agents in Negotiation

    • 4.9: Moves and Turns in Negotiation

    • Unit 4 Assessment