mgt557 | Graduate
Negotiation, Power, And Politics
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Introduction to Negotiation
- Analyze the Best Alternative to a Negotiated Agreement (BATNA) concept and the role it plays in negotiation.
- Evaluate collaborative strategies to negotiations.
- Differentiate between types of negotiation outcomes.
Power, Influence, and Ethics
- Apply power and influence principles to accomplish negotiation goals.
- Evaluate the ethicality of negotiation tactics.
Social Contexts of Negotiation
- Analyze the influence and ethics of agents, constituencies, and audiences on negotiations.
- Analyze the influence of coalitions on negotiations.
- Determine strategies for managing multiparty 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.
- Determine methods to prevent negotiation impasses.
- Devise methods to manage negotiation impasses.
- Analyze the use of cross-cultural understanding in negotiations.
Creating a Negotiation Plan
- Create a plan to achieve an organizational goal by applying negotiation skills.
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