• Unit 4: Managing Different Types of Business Negotiations

    In this unit, you will learn about factors that are important for negotiating in an organizational context.  Business negotiations can include negotiating your salary, ironing out contracts with your company's suppliers, settling contract issues with a labor union, or negotiating a merger.  You will 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 you build alliances.  By the end of this unit, you will no longer look across the negotiation table and see an adversary; rather, you will learn to regard your counterpart as a partner engaged in a collaborative effort in building a long-term strategic alliance.

    Completing this unit should take you approximately 14 hours.