mgt557 | Graduate

Negotiation, Power, And Politics

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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, ethical negotiation tactics, liaison roles, technology in negotiation, and persuasion.

This graduate-level course is 6 This course is available to take individually or To enroll, speak with an Enrollment Representative.

Course details:

Credits: 3
Continuing education units: XX
Professional development units: XX
Duration: 6

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    Individual Differences

    • Evaluate the influence of culture in negotiations.
    • Evaluate the influence of perception, cognition, and emotion in negotiation.
    • Evaluate the influence of personality in negotiations.

    Negotiation Impasses

    • 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.

    Introduction to Negotiation

    • Differentiate between types of negotiation outcomes.
    • Analyze the Best Alternative to a Negotiated Agreement (BATNA) concept and the role it plays in negotiation.
    • Evaluate collaborative strategies to negotiations.

    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.
    Tuition for individual courses varies. For more information, please call or chat live with an Enrollment Representative.

    Please ask about these special rates:

    Teacher Rate: For some courses, special tuition rates are available for current, certified P-12 teachers and administrators. Please speak with an Enrollment Representative today for more details.

    Military Rate: For some courses, special tuition rates are available for active duty military members and their spouses. Please speak with an Enrollment Representative today for more details.

    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 Representative.

    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.