National University




ADR405 Negotiation Fundamentals

Lead Faculty: Dr. Jack B. Hamlin

Course Description

An introductory interactive course designed for students and the business professional to develop the verbal and analytical skills required to perform effectively as a negotiator in conflict situations. Students will participate in negotiating exercises, and learn different negotiating techniques through simulations, videos, and case studies.

Learning Outcomes

  • Recognize the need for effective planning in preparation for the negotiation process.
  • Identify and explain the fundamentals of distributive bargaining.
  • Identify and explain the fundamentals of integrative bargaining.
  • Recognize how gender, race, culture and stereotyping affects the negotiation process.
  • Understand the effects of power struggles and how they affect the negotiation process.
  • Recognize the role perception and communication plays in the negotiation process.
  • Identify the standards of ethical conduct that should be part of the negotiation process.
  • Understand individual negotiating abilities and preferences.