HOST 104 - The Art of Negotiation

3 Credits

We negotiate daily. Some of us negotiatiate during morning rush hour traffic when we are switching lanes and others negotiate at work with our colleagues. How are you faring in these negotiations? Learn to effectively negotiate with a toolbox that gives you the advantage. Learn the intricacies of negotiation theory and gain results in your day-to-day exchanges.

Fees

Quarters Typically Offered
Fall Evening
Designed to Serve Students interested in business and management, particularly those who wish to emphasize hospitality or entrepreneurship successes in their career paths.
Active Date 20200303T13:42:04

Grading System Decimal Grade
Class Limit 28
Contact Hours: Lecture 33
Total Contact Hours 33
Degree Distributions:
ProfTech Course Yes
Restricted Elective Yes
Course Outline
1) Understand successful negotiation strategies and terminologies

2) Comprehend negotiation as an integral component of strategic management

3) Utilize and leverage networking and win/win in the context of negotiation

4) Avoid negotiation sandtraps in even unilateral situations

Student Learning Outcomes
Learners will apply best practices in negotiation in case study situations.

Learners will explain negotiation as a component of a holistic organizational strategic management plan.

Learners will assess negotiation tactics in the context of case studies.

Learners will apply their tactical negotiation skills during unilateral situations.

Learners will interpret negotiations using professional terminology from the field of negotiation theory.