Business Negotiation

Korea University

Course Description

  • Course Name

    Business Negotiation

  • Host University

    Korea University

  • Location

    Seoul, South Korea

  • Area of Study

    Business, Business Administration, Business Management

  • Language Level

    Taught In English

  • Prerequisites

    YOU MUST HAVE TAKEN ORGANIZATIONAL BEHAVIOR TO TAKE THIS COURSE. EXCHANGE STUDENTS SHOULD SHOW THE PROOF OF THIS IN THE CLASS.

  • Course Level Recommendations

    Upper

    ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.

    Hours & Credits

  • Credits

    3
  • Recommended U.S. Semester Credits
    3
  • Recommended U.S. Quarter Units
    4
  • Overview

    Introduction
    A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to get these solutions accepted and implemented. The course will allow participants the opportunity to develop these skills experientially (through participation in negotiation role-play exercises) and to understand negotiation in useful analytical frameworks. The second part of the course deals with academic papers regarding negotiation. This seminar will expose you to theories and research on negotiation in the field of organizational behavior. We will focus on strategic decision making and the processes underlying negotiation. This course will draw heavily on research from fundamental disciplines that influence organizational behavior, psychology, economics, and communication in particular.

    Course Objectives
    Negotiation is the art and science of securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations.

    Textbooks
    Negotiation (2010). Roy J. Lewicki, David Saunders, Bruce Barry.
    Boston: McGraw-Hill. (ISBN : 9780071263641)

Course Disclaimer

Courses and course hours of instruction are subject to change.

Credits earned vary according to the policies of the students' home institutions. According to ISA policy and possible visa requirements, students must maintain full-time enrollment status, as determined by their home institutions, for the duration of the program.

Please reference fall and spring course lists as not all courses are taught during both semesters.

Availability of courses is based on enrollment numbers. All students should seek pre-approval for alternate courses in the event of last minute class cancellations

Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.