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




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