Course Syllabus

Welcome to BUS403: Negotiations and Conflict Management

Specific information about this course and its requirements can be found below. For more general information about taking Saylor Academy courses, including information about Community and Academic Codes of Conduct, please read the Saylor Student Handbook.


Course Description

Perfect your negotiation skills and create strategies that will help you maintain healthy business relationships by examining the concepts, processes, strategies, and ethical issues related to negotiation and discussing appropriate conduct across a variety of business contexts.


Course Introduction

Negotiation refers to the process of interacting in order to advance individual interests through joint action.  Contrary to what you might think, negotiations are not confined to the professional world; we often negotiate in our personal lives.  The principles that guide successful negotiations in world politics are equally important in the business world as well as our personal lives.  In fact, almost every transaction with another individual involves negotiation.  As you will learn in this course, negotiation, conflict resolution, and relationship management are complex processes.  Successful practitioners possess and apply a blend of perceptual, persuasive, analytical, and interpersonal skills that you will examine carefully in this course.

In the ever-changing environment of modern business, firms start and grow by virtue of successful negotiations and by developing long-term relationships among two, three, or more parties involved, either directly or indirectly, in various business processes.  By the same token, such relationships can break down due to ineffective negotiating behavior and conflict management approaches.  Such breakdowns can also occur because of misunderstandings and misperceptions of the other parties' positions and interests.

This course will start with the conceptual framework of negotiations as it applies to all areas of negotiation in both the public and private sectors.  As the course progresses, you will focus on business negotiation skills and strategies designed to help you maintain healthy business relationships.  Specifically, you will learn about the concepts, processes, strategies, and ethical issues related to negotiation as well as appropriate conduct in multicultural business contexts.  You will also learn to better understand the theory, processes, and practices of negotiation, conflict resolution, and relationship management so that you can be a more effective negotiator in a wide variety of situations.  If you take advantage of the opportunities this course offers, you will be more comfortable and more productive managing negotiations as well as professional and personal relationships.

You will examine strategies that are effective as well as those that are not.  If a strategy works, you will determine how well it works and discuss alternatives to the less effective approaches.   You will also identify various patterns of negotiation and conflict resolution in different national and cultural contexts, and you will gain an understanding of the influence of national and cultural variations in the decision-making process.

By the end of this course, you will have developed an understanding of the principles, strategies, and tactics of effective negotiation, conflict resolution, and relationship management and enhanced your ability to assess the impact of interpersonal styles, personality, culture, and other variables that influence negotiation.

This course is comprised of the following units:

  • Unit 1: What Is Negotiation? 
  • Unit 2: Negotiation Strategies and Biases
  • Unit 3: Processes and Phases of Negotiation 
  • Unit 4: Managing Different Types of Business Negotiations
  • Unit 5: Conflict Resolution
  • Unit 6: International and Cross Cultural Negotiation


Course Learning Outcomes

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

  • identify and explain the theory, processes, and practices of negotiation, conflict resolution, and relationship management;
  • identify and explain the principles, strategies, and tactics of effective negotiation and professional relationship management;
  • identify and assess the variables in negotiations;
  • develop reliable planning techniques;
  • identify and describe  negotiation theories, concepts and tactics to manage negotiations as well as professional relationships;
  • assess the importance of various factors that impact negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics;
  • develop and execute effective negotiation strategies and tactics for different scenarios;
  • identify and employ effective communication, problem-solving, and influence techniques appropriate to a given situation;
  • diagnose negotiation problems;
  • describe new negotiation ideas and practices;
  • explain how culture impacts negotiations;
  • identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations;
  • explain how Trompenaars' and Hofstede's theories of cultural dimensions can be applied to cross-cultural and international negotiations; and
  • describe the types of political and legal issues that might arise during the course of international negotiations.

Throughout this course, you'll also see related learning outcomes identified in each unit. You can use the learning outcomes to help organize your learning and gauge your progress.


Course Materials

The primary learning materials for this course are readings, lectures, video tutorials, and other resources.

All course materials are free to access, and can be found through the links provided in each unit and subunit of the course. Pay close attention to the notes that accompany these course materials, as they will instruct you as to what specifically to read or watch at a given point in the course, and help you to understand how these individual materials fit into the course as a whole. You can also access a list all of the materials used in this course by clicking on Resources in the course's "Activities" menu.


Evaluation and Minimum Passing Score

Only the final exam is considered when awarding you a grade for this course. In order to pass this course, you will need to earn a 70% or higher on the final exam. Your score on the exam will be tabulated as soon as you complete it. If you do not pass the exam on your first attempt, you may take it again as many times as needed, following a 7-day waiting period between each attempt. Once you have successfully passed the final exam you will be awarded a free Saylor Certificate of Completion.

There are also 6 unit assessments and other types of quizzes in this course. These are intended to help you to gauge how well you are learning and do not factor into your final course grade. You may retake all of these as many times as needed to feel that you have an understanding of the concepts and material covered. You can locate a full list of these sorts of assessments by clicking on Quizzes in the course's "Activities" menu.


Earning College Credit

TThis course provides students the opportunity to earn actual college credit. It has been reviewed by Qualifi, a UK Awarding Organization. Once a proctored final exam is successfully completed, the course can count as three credits towards a special degree track at City Vision University. You can read more about this program here.

If you are seeking to earn college credit at City Vision, you must take and pass the version of the exam titled "Proctored Final Exam." That exam will be password protected.

Note: There is a 14-day waiting period between attempts of the Direct Credit final exam. There is no imposed wait period between attempting the non-credit certificate-bearing exam and the credit exam. Some credit exams have a maximum number of attempts allowed, which will be detailed on the exam's instructions page.


Thomas Edison State University TECEP Exam Alignment

This course is designed to align with a Thomas Edison State University TECEP examination. Visit the TECEP website, and click on "Negotiations and Conflict Management (NEG-401-TE)" to download the content guide for the exam.  For more information about this partnership, and earning credit through Thomas Edison State University, go here.

Tips for Success

BUS403: Negotiations and Conflict Management is a self-paced course in which you the learner determines when you will start and when you will complete the course. There is no instructor or predetermined schedule to follow. While learning styles can vary considerably and any particular student will take more or less time to learn or read, we estimate that the "average" student will take 82 hours to complete this course. We recommend that you work through the course at a pace that is comfortable for you and allows you to make regular (daily, or at least weekly) progress. It's a good idea to also schedule your study time in advance and try as best as you can to stick to that schedule.

Learning new material can be challenging, so below we've compiled a few suggested study strategies to help you succeed:

  • Take notes on the various terms, practices, and theories as you read. This can help you differentiate and contextualize concepts and later provide you with a refresher as you study.
  • As you progress through the materials, take time to test yourself on what you have retained and how well you understand the concepts. The process of reflection is important for creating a memory of the materials you learn; it will increase the probability that you ultimately retain the information.
  • Although you may work through this course completely independently, you may find it helpful to connect with other Saylor Academy students through the discussion forums. You may access the discussion forums at


Suggested Prerequisites

    In order to take this course, you should:

    Technical Requirements

    This course is delivered fully online. You will be required to have access to a computer or web-capable mobile device and have consistent access to the internet to either view or download the necessary course resources and to attempt any auto-graded course assessments and the final exam.

    • To access the full course including assessments and the final exam, you will need to be logged into your Saylor Academy account and enrolled in the course. If you do not already have an account, you may create one, free of charge, here. Although you can access some course resources without being logged into your account, it's advised that you log in to maximize your course experience. For example, some of the accessibility and progress tracking features are only available when you are logged in.
    • If you plan to attempt the optional credit recommended final exam that accompanies this course, then you will also need access to a webcam enabled computer. A webcam is needed so that our remote proctoring service can verify your identity, which will allow Saylor Academy to issue an official transcript to schools on your behalf.

    For additional technical guidance check out Saylor Academy's tech-FAQ and the Moodle LMS tutorial.



    There is no cost to access and enroll in this course. All required course resources linked throughout the course, including textbooks, videos, webpages, activities, etc are accessible for no charge. This course also contains a free final exam and course completion certificate.

    This course does contain an optional final exam that will provide students an opportunity to earn college credit. Access to the exam itself is free, though it does require the use of a proctoring service for identity verification purposes. The cost for proctoring is $25 per session.

    Last modified: Wednesday, October 2, 2019, 12:32 PM