MBAO 470 Negotiation & Problem Solving
Understanding negotiation theory and the practice of negotiation and conflict management is critical for today's leaders. Regardless of one's level within an organization, all employees are frequently operating in a situation where their responsibility exceeds their authority. Employees need to negotiate with a range of internal and external stakeholders in order to get their job done. Negotiation is key to building alliances among different stakeholders and constituencies to realize any agenda for change. 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 career success. Students enhance their skills at creating value in negotiations and garnering their 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 help students practice skills they need to take more control in negotiations, have constructive conversations, structure the process in ways that suit the task and their preferred style, and enlist others to work with them. The course teaches students to understand the differences between online and face-to-face negotiations and learn when and where each is most appropriate.