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Negotiation, Power, And Politics –
mgt557
(3 credits)
This course prepares students to achieve organizational objectives through formal and informal channels. Students will create a plan to achieve a goal by applying negotiation skills within the formal and informal structures of an organization. Other topics include coalitions, types of power, liaison roles, and persuasion.
This graduate-level course is 6
weeks.
To enroll, speak with an Enrollment Advisor.
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Introduction to Negotiation
- Differentiate between types of negotiation outcomes.
- Determine strategies and tactics for distributive bargaining.
- Determine strategies and tactics for integrative negotiation.
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Power, Influence, and Ethics
Apply power and influence principles to accomplish negotiation goals.
- Evaluate the ethicality of negotiation tactics.
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Social Contexts of Negotiation
- Analyze the influence of agents, constituencies, and audiences on negotiations.
- Analyze the influence of coalitions on negotiations.
- Determine strategies for managing multiparty negotiations.
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Individual Differences
- Evaluate the influence of gender in negotiations.
- Evaluate the influence of personality in negotiations.
- Evaluate the influence of culture in negotiations.
- Evaluate the influence of perception, cognition, and emotion in negotiation.
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Negotiation Impasses
- Determine methods to prevent negotiation impasses.
- Devise methods to manage negotiation impasses.
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Creating a Negotiation Plan
- Create a plan to achieve an organizational goal by applying negotiation skills.
- The University of Phoenix reserves the right to modify courses.
- While widely available, not all programs are available in all locations or in both online and on-campus formats. Please check with a University Enrollment Advisor.
- Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice.
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Find out how we can help you meet your goals. Not all courses are available to residents of all states. Ask your Enrollment Advisor for details.
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