Skip Navigation
search: People Opens New Window | Departments Opens New Window | Penn State Opens New Window | Web Opens New Window
Penn State mark
Penn State mark

University Bulletin

Undergraduate Degree Programs

Business Administration (B A)

B A 322 Negotiation Skills for Business Professionals (3) Emphasizes the preparation and conduct of business negotiations in a range of situations.

B A 322 Negotiation Skills for Business Professionals (3)

This course integrates the experiential and intellectual components of negotiation. Course instruction and learning activities emphasize the preparation for and conduct of business negotiations in a range of situations. These situations include integrative and distributive scenarios, development of negotiation relationships, and negotiation in multi-organization, multi-industry, multi-cultural, and multi-national environments. Basic negotiation theories will be addressed and applied through the recognition and the resolution of conflict by applying various bargaining strategies. Students will learn how to prepare for a negotiation event. Students will learn to select the appropriate negotiation strategies in order to match the needs of the situation. Students will develop the negotiation skills needed to meet the challenges facing today’s executives. Students will develop the sophistication to analyze bargaining and conflict relationships, and an awareness of their individual bargaining style. Students will apply various techniques in order to: understand the basic elements of negotiation; make informed decisions about continuing a negotiation or walking away; participate or lead in team-based negotiations; and effectively manage international negotiations. A primary component of this course is application of negotiation theories through exercises in which the student assumes various roles within a negotiation scenario. Through practice and role playing, students will develop effective personal and professional negotiation skills.

General Education: None
Diversity: None
Bachelor of Arts: None
Effective: Fall 2012
Prerequisite: ACCTG 211;ECON 102 orECON 104;ENGL 015
Concurrent: SCM 200 or STAT 200 ; MIS 204

Note : Class size, frequency of offering, and evaluation methods will vary by location and instructor. For these details check the specific course syllabus.