MGS522 - Negotiation Strategies for Business

Outline information
Schools offering this subject
Last revision date 2018-04-10 12:25:21.372
Last review date 2018-04-10 12:25:51.17

Subject Title
Negotiation Strategies for Business

Subject Description
Being able to negotiate effectively is a key skill for all business people. This course is designed to help students develop negotiating skills by becoming familiar with theoretical, ethical and practical issues. Negotiating requires an understanding of how psychological theory applies to interpersonal communication, application of such knowledge to develop negotiating strategies and practice using negotiating framework. Students will become familiar with using a principled negotiation approach.

Credit Status
One credit.

Note: This is an elective Professional subject for business programs.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

  1. Demonstrate an understanding of the principled negotiation method.
  2. Demonstrate approaches to managing particular negotiation challenges (e.g. cross-cultural).
  3. Demonstrate an understanding of ethical issues arising from negotiation tactics.
  4. Demonstrate an understanding of strategy and tactics of distributive bargaining.
  5. Demonstrate knowledge of the negotiation preparatory process.
  6. Demonstrate an understanding of psychology and communication in negotiations.
  7. Demonstrate an understanding of negotiation power.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site on for further information regarding cheating and plagiarism policies and procedures.

All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Disabilities Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.