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Negotiation

Опубликовано на портале: 09-01-2003
Дисциплина: NEGOTIATION
Год: 2002
Язык: Английский
Тематические разделы: Менеджмент, Общий и стратегический менеджмент

Aннотация:
The course will highlight the components of an effective negotiation and teach students to analyze their own behavior in negotiations. The course will be largely experiential, providing students with an opportunity to develop their skills by participating in negotiations and integrating their experiences with the principles presented in the assigned readings and course discussions. As a result of this course, you will: Understand more about the nature of negotiation. This objective is paramount because many of the important phenomena in negotiation (e.g., interests, goals, and cooperation) are ambiguous and often do not have "right" answers. I cannot teach you a set of formulas that will maximize your profit, although you will learn many concepts that may help and you will learn to recognize which strategies are effective for particular situations. Gain a broad intellectual understanding of the central concepts of negotiation. These concepts will be the building blocks from which we can systematically understand and evaluate a negotiation process. Improve your analytical abilities in understanding the behavior of individuals, groups, and organizations in competitive situations. Experience the negotiation process, and learn how to evaluate the costs and benefits of alternative actions. Develop confidence in the negotiation process as an effective means for resolving conflict in organizations.



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