Influence, Power and Negotiation October 10, 2008

Influence, Power and Negotiation

Negotiation is a critical skill needed for effective management. Influence, Power and Negotiation explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

In short, negotiation isa common, everyday activity that most people use to influence others and toachieve personal objectives. In fact,negotiation is not only common, but also essential to living an effective andsatisfying life. We all need things—resources,information, cooperation, and support from others.

Others have those needsas well, sometimes compatible with ours, sometimes not. Negotiation is a process by which we attemptto influence others to help us achieve our needs while at the same time takingtheir needs into account. It is afundamental skill, not only for successful management but also for successfulliving.

This course is designed to:
(1) develop your understanding ofnegotiation, and your awareness of yourself as a negotiator;
(2) give you some tools and concepts for analyzing and preparing for negotiations;
(3) enhanceyour negotiating skills through frequent role plays, reflection, and feedback
(4) teach you how to keep learning from your own negotiation experience.

Official Website: http://influencepowernegotiation.eventbrite.com/