MGS522 - Negotiation Strategies for Business

Outline information
Schools offering this subject
Last revision date Mar 25, 2019 9:06:01 AM
Last review date Apr 8, 2019 12:15:00 AM

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.

Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).

Please visit the Academic Integrity website to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

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 Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.