Power, Influence, and Negotiation
Analysis of power and influence processes; develop observational skill; roles of networks, social capital, and influence in organizations; employing power and influence to negotiate effectively.
MBA
631
 Hours3.0 Credit, 3.0 Lecture, 0.0 Lab
 PrerequisitesNone
 TaughtWinter
Course Outcomes: 


Negotiation Planning

Successfully plan and prepare for varied negotiation contexts (e.g., setting goals, reservation prices, anticipating others’ interests, mapping out negotiation strategies, coordinating with team members).

Improving Negotiation Weaknesses

Identify personal negotiation strengths and weaknesses, and devise concrete strategies for improvement.

Psychological Negotiation Principles

Understand psychological principles that allow negotiators to simultaneously maximize economic outcomes and strengthen relationships.

Practical Nogotiation Skills

Develop practical negotiation skills and strategies that students can confidently apply in both personal and professional contexts.