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Detailed Course Information


Fall 2021
Feb 01,2023
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Information Select the desired Level or Schedule Type to find available classes for the course.

The topics studied in this course change from semester-to-semester, as well as from instructor-to-instructor. Students should expect to engage in sophisticated discussion, to work independently, and to participate in--and lead--seminar discussions. The course will require students to call on the experience of their previous coursework in the program to produce polished writing informed by research. Students should expect to complete at least one prolonged research assignment and to produce at least 20 pages of polished writing this semester. For this semester's course sections, please contact the MBA Director. Negotiations: Negotiation refers to the process of interacting in order to advance individual interests through joint action. Negotiations take place constantly in our everyday lives, both professionally and personally. In this course, you will learn that negotiations, conflict resolution, and relationship management are complex processes. Successful practitioners possess and apply a blend of perceptual, persuasive, analytical, and interpersonal skills that you will examine carefully in this course. In today’s business world, firms start and grow by virtue of successful negotiations and by developing long-term relationships. By the same token, such relationships can break down due to ineffective negotiating behavior and conflict management approaches. Such breakdowns can also occur because of misunderstandings and misperceptions of the other parties’ positions and interests. This course will utilize not only theory, but also active classroom negotiations to apply the learned concept each week. It is a dynamic and engaging course, where the student will gain an understanding of their inherent style, as well as how to adopt a different style, how to gain and regain leverage, how to open and close a negotiation, and how to develop a pre-negotiating plan. The skill sets and knowledge will be relevant to professional as well as personal negotiations.
0.000 TO 3.000 Credit hours
0.000 TO 3.000 Lecture hours

Levels: Graduate, Undergraduate
Schedule Types: Hybrid, Online Course, Seminar

Business Administration Department

Course Attributes:

May not be enrolled in one of the following Programs:     
      NMG-Non-Degree MBA
      MBA-Business Administration
Must be enrolled in one of the following Levels:     

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