Making Business Deals
Gain the strategic skills to navigate every stage of business negotiations, from foundational concepts to advanced cross‑cultural and multiparty challenges.
Classes Start Available Anytime
Course Overview
Course Format
This 4 hour self-paced course offers a dynamic and engaging learning experience, combining interactive elements such as games, flashcards, video content, real-world case studies, and curated readings. Participants have the flexibility to progress at their own pace, while interactive games and quizzes reinforce key concepts and track progress. Participants have 90 days of access per course, with progress tracked through interactive elements. Flashcards, expert-led videos, real-world case studies, and carefully curated readings deepen knowledge.
Price
$300Course Details
Units 0.4 CEUs / 4 PDUs
Location Online Courses
Course Type Self-Paced
What You’ll Learn
After successful completion of this course, you will be able to:
- Differentiate between Dispute Settlement Negotiation (DSN), Deal Making Negotiation (DMN), bargaining, interests, and positions, and explain why these distinctions matter in effective negotiation.
- Describe the full negotiation process—including preparation, information gathering, setting an opening position, and the role of BATNA—and apply the five principal negotiation approaches.
- Explain how commitments, mental models, and active listening influence negotiation strategy, flexibility, and outcomes.
- Identify the challenges of multiparty, international, and cross‑cultural negotiations and outline strategies for managing these complexities.
- Determine when to pause or walk away from a negotiation and apply best practices to maintain control, clarity, and strategic advantage.
Your Instructor
Senior Policy Analyst, Oregon Health Authority
John Inglish is a senior policy analyst in Government Relations at the Oregon Health Authority and an instructor with the OSU College of Business’s Continuing and Professional Education program. He brings a multidisciplinary background with experience in occupational therapy, law, public administration, and education policy. John has held leadership roles including associate director of the Disability Law Center of Utah and director of the Conflict and Dispute Resolution master’s program at the University of Oregon School of Law.
In Oregon, he has managed safe and healthy schools initiatives, led the state’s education mediation program, and directed a consulting unit supporting state education agencies across the country. John serves on the board of the Oregon Mediation Association and the coordinating committee of the Restorative Justice Coalition of Oregon. He holds degrees in occupational therapy, psychology, legal studies, public administration, and law, and is currently a co-investigator on a federal grant focused on restorative justice in schools.