MGMT 361 - Negotiations

Credits: 3
Learn to integrate negotiation strategies to effectively maximize outcomes and secure agreements between two or more parties. Topics include applying interest-based negotiations principles and developing options for mutual gain.

Enrollment Requirement: Admission into the BAS in Applied Management program; and BUS& 101, BUS 121 and BUS 258; or instructor consent.

Course Outcomes:
Students who successfully complete this class will be able to:

Summarize the impact of interpersonal styles, personality, culture, and other variables that influence negotiations.
Explain effective small group communication strategies in areas such as conflict management and resolution.
Critique strategies for effective negotiations based on a negotiations scenario.
Demonstrate interest-based negotiations principles.

Program Outcomes

Formulate effective business strategies by conducting thorough analysis of a given market and business environment.
Analyze quantitative and qualitative data to effectively and efficiently resolve business problems.
Analyze financial data to explain organizational performance and identify business opportunities in a given market.
Apply organizational behavior principles and human resources management practices to formulate a plan to effectively hire, retain, and develop a workforce.
Plan and implement marketing and sales strategies to maximize long-term profitability of a firm.
Construct operations and project plans that efficiently and effectively leverage organizational resources.
Formulate strategies to increase ethical behavior and socially responsible decision making within an organization.

College-wide Outcomes

Critical Thinking - Critical thinking finds expression in all disciplines and everyday life. It is characterized by an ability to reflect upon thinking patterns, including the role of emotions on thoughts, and to rigorously assess the quality of thought through its work products. Critical thinkers routinely evaluate thinking processes and alter them, as necessary, to facilitate an improvement in their thinking and potentially foster certain dispositions or intellectual traits over time.
Responsibility - Responsibility encompasses those behaviors and dispositions necessary for students to be effective members of a community. This outcome is designed to help students recognize the value of a commitment to those responsibilities which will enable them to work successfully individually and with others.