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Lesson 01: Negotiation Overview

Introduction

Complete the required readings before each lesson. The following information supplements the information presented in the textbook.

In business, you don't get what you deserve, you get what you negotiate.

- Chester L. Karrass -

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Time: 00:00:26 Lesson 01 Introduction Video Transcript

The quote above summarizes the importance of negotiation.  In this lesson we learn important definitions that set the stage for the rest of the course.  The definition of negotiation and characteristics of a negotiation situation are explored.  We will discuss why people enter into a negotiation situation.  Because negotiation is often employed to resolve conflict, we will cover the dynamics of conflict and how it relates to negotiation.

Learning Objectives

After completing this lesson, students will be able to:

  1. Define negotiation.
  2. Recognize the importance of negotiation skills.
  3. Identify the characteristics associated with negotiation situations.
  4. Explain the levels of conflict.
  5. Describe the five conflict management strategies.

Lesson Readings & Activities

By the end of this lesson, make sure you have completed the readings and activities found in the Lesson 1 Course Schedule.


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