BUS 4160


Studies the development of the communication and management skills essential for successfully resolving conflict situations involving labor and management practices. The structural dysfunction of organizations is explored.


  1. Describe the characteristics of an interest-based negotiator.
  2. Identify the sources of power used in negotiation.
  3. Describe the styles for handling interpersonal conflict.
  4. Interpret the dual concerns model.
  5. Explain the differences between two party and multiparty negotiations.
  6. Describe the key elements in managing negotiation within relationships.
  7. Identify and interpret the four key elements of the negotiation process.
  8. Summarize the various hardball tactics.
  9. Differentiate between the four approaches to ethical reasoning.
  10. Summarize the effects of mood and emotion on the negotiation process.
  11. Differentiate between the goals and strategies inherent in negotiation planning.
  12. Name the factors that facilitate successful integrative negotiations.
  13. Explain the positions taken in negotiation.
  14. Explain the communication techniques used during negotiation.
  15. Summarize what characterizes international negotiations.




Negotiation (Rev: 6)

Publisher: McGraw-Hill/Irwin (2010)
Author: Lewicki, R. J., Saunders, D. M., & Barry, B.
ISBN: 9780073381206
Price: $145.60

* Disclaimer: Textbooks listed are based on the last open revision of the course. Prior revisions and future revisions may use different textbooks. To verify textbook information, view the course syllabus or contact Student Services at students@waldorf.edu