Singapore University of Social Sciences

The ability to negotiate is a valuable skillset for all business graduates. Businesses negotiate to procure resources, market or sell their products, and when disputes arise. Although high-stakes negotiations are frequently undertaken by managers and decision-makers within the organization, everyone in the organization has a role to play. Negotiation is important, both among employees within the organisation and outside the organisation with clients, suppliers, and business partners. The objective of negotiation is to reach an amicable agreement in which both parties end up with acceptable gains or concessions which is otherwise not possible. Negotiation also helps to manage and resolve conflicts effectively and amicably. BUS356 Business Negotiation presents techniques and understanding of skilful negotiation to manage conflicts and achieve agreements. In this course, students will learn both the hard and soft skills of negotiation. They will be exposed to established negotiation strategies and tactics and will learn best practices for planning a negotiation. Ethical and psychological issues that may arise in a negotiation will be examined. Students will also learn to adapt their negotiation process when in an international and cross-cultural context.