Course 2: Business Negotiations

Course Code: BBA-AUD 475
Credit Hours: 3
Semester Offered: Year 4 – Semester 7/8

Course Description

This course focuses on negotiation principles and techniques in business contexts. Students will learn strategies for resolving conflicts, building consensus, and achieving mutually beneficial outcomes. Emphasis is on practical negotiation skills through simulations, role-plays, and case studies relevant to contracts, partnerships, and organizational decision-making.

Course Objectives

• Understand negotiation theories and approaches.

• Develop skills for effective communication, persuasion, and influence.

• Apply negotiation strategies in individual, team, and cross-cultural contexts.

• Manage conflicts and reach mutually beneficial agreements.

Key Topics

1. Principles of negotiation and conflict resolution

2. Distributive vs. integrative bargaining

3. Preparation, bargaining, closure, and implementation stages

4. Communication and influence skills

5. Negotiation in teams and multi-party contexts

6. Cross-cultural negotiations and global considerations

7. Case studies and role-play exercises in business negotiation

Assessment Methods

• Class participation & role-plays: 20%

• Group negotiation project: 20%

• Midterm test: 20%

• Final exam: 40%

???? Recommended Textbooks

• Fisher, R., Ury, W., & Patton, B. – Getting to Yes

• Lax, D. & Sebenius, J. – The Manager as Negotiator

• Lewicki, R., Barry, B., & Saunders, D. – Negotiation

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