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Introduction to Business Negotiations

Indiana University via edX


In Introduction to Business Negotiations, you will explore the elements of a successful negotiation, including problem-solving and conflict resolution. This course features a simulated business negotiation model that brings the deal inside the classroom where its multiple aspects can be studied. The course provides a foundational prerequisite to the second course in this Professional Certificate program, Applied Business Negotiations, in which actual negotiations will take place through live exchanges in small teams of students representing each party.

In this introductory online course, you will explore the process of negotiation, starting with identifying the objectives and challenges of each party and continuing on to the skills and tactics of successful negotiation. Next, you will consider how the business context motivates each party. Finally, you will learn about the various transactional structures that can achieve each party’s objectives. You will also explore the ethical, professional, political, and social issues that can arise in a business negotiation.

Taught by

Jay Gary Finkelstein

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