BUS 470 – Negotiation Strategies & Tactics

  • Discipline(s): Business & Marketing, Finance, Legal Studies

  • Credits: 3

  • Available: spring semester 2024

  • Instructor: Deirdre Golden, MD, MS, JD, LLM,

  • Taught in: English

“Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists…”

Negotiating is also a hybrid legal, dispute resolution and business function that is often performed by professionals in many fields with no formal legal education.

It is important to understand where various professions intersect in the realm of communication and understanding. Professional fields require significant collaboration between disciplines. Such collaboration in the daily operations of a profession can be achieved using Negotiation strategies and techniques.

During the course of the semester, we will consider the most salient topics professionals and academics are likely to face, and how to negotiate good outcomes within legal and policy constraints.

You will be required to read, write, discuss and perform. Success in the course will involve thinking about every negotiation as an opportunity to solve a problem that exists or prevent a dispute from becoming a serious problem.

This course proposes to introduce students to the use of negotiation as a means of dispute and conflict resolution, in health care, and to provide a forum for dialogue among health care and legal professionals.

On an elevated level, this course will teach students to be aware of their own negotiation processes, both in terms of conceptualizing negotiable problems; behavior when negotiating; and the negotiation choices they make.

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