org594 | Graduate

Negotiation Strategies For Leaders

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This course provides negotiation skills essential to being an effective leader. Students learn how to negotiate for internal resources, new projects, and bargain successfully. Students demonstrate how to manage emotions to build productive relationships.

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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    Negotiation Strategy

    • Generate strategic negotiation skills in selecting behaviors that increase the likelihood of satisfactory results within and across cultures and in social situations.
    • Analyze the influence of power, gender, ethics, and culture in negotiation.

    Fundamentals of Negotiation

    • Define negotiation and key process elements.
    • Develop a greater understanding of the factors that facilitate and hinder effective bargaining.

    Distributive Strategies and Tactics

    • Describe key steps in the distributive negotiation process.
    • Examine strategies to assess resistance points and ways to close the deal.

    Integrative Strategies and Tactics

    • Discuss key steps in the integrative negotiation process.
    • Create a strategic framework for reaching integrative agreements.

    The Mind and Heart of a Leader in Negotiation

    • Distinguish between negotiating styles and motivational orientation.
    • Explain the role of emotions, emotional knowledge, and resolving conflict in negotiation.

    Trust and Relationships in Negotiation

    • Analyze key elements to building trust in negotiation.
    • Evaluate the psychological sub processes of negotiation.
    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.