GSM 470 Negotiation & Problem Solving
Understanding negotiation theory and the practice of negotiation and conflict management is critically important for today's leaders. Regardless of your level within an organization, you are frequently operating in a situation where your responsibility exceeds your authority. You need to negotiate with a range of internal and external stakeholders in order to get your job done. To realize any agenda for change, you need to negotiate to build alliances among different stakeholders and constituencies. This course provides skills to recognize the multiple opportunities there are to negotiate at work and to see the connections between taking advantage of these opportunities and work and career success. The course will help you to enhance your skills at creating value in negotiations and garnering your share of that value through theoretical and experiential learning The course is designed to address the impact of gender, power, and culture on negotiations and to practice skills so that you can take more control in negotiations, have constructive conversations, structure the process in ways that suit the task and your preferred style, and enlist others to work with you. The course will teach you to understand the differences between online and face-to-face negotiations and learn when and where each is most appropriate, an important distinction in today's world.
Cross Listed Courses
MBAH 470