org594 | Graduate
Negotiation Strategies For Leaders
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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.
- Analyze the influence of power, gender, ethics, and culture in negotiation.
- Generate strategic negotiation skills in selecting behaviors that increase the likelihood of satisfactory results within and across cultures and in social situations.
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