Negotiation Skills for Managers

The course presents skills for a variety of negotiating situations: managing contracts, implementing change, making sales purchases, settling organizational conflicts, planning strategies, and achieving credibility. 

CAVEAT: No graduate credit will be awarded if MGT4193 has been successfully completed. 

UPON COMPLETION OF THE COURSE, THE STUDENT WILL BE COMPETENT IN:

• Identifying negotiatory elements and discussing the reasons they are important to the process.
• Determining the preconditions that affect negotiations and discussing the importance of determining the needs of both parties prior to negotiating.
• Mastering and utilizing the language of negotiation.
• Recognizing and dealing with personal negotiating styles and attitudes.
• Exploring the various tactics used by negotiators.
• Investigating the importance of nonverbal communications in the negotiation process.
• Analyzing why negotiations fail.
• Describing productive and counterproductive negotiation attitudes, strategies, assumptions and personal demeanor.
• Discussing how to negotiate under specific, unusual circumstances.
• Constructing a logical plan of action for a labor management contract.
• Establishing minimum and maximum goals in preparation for the negotiating process.
• Illustrating the importance of negotiating needs rather than negotiating positions.
• Identifying and recognizing personal strengths and weaknesses which have an impact on the negotiating process.
• Identifying ways to overcome obstacles that restrain progress in the negotiating process.
• Contrasting effective and ineffective teamwork in negotiations.
• Analyzing the important elements of a complete, written, negotiated agreement.
• Understanding the value of the resistance point and how to utilize it effectively.
• Illustrating the importance of communication and personal presentation during negotiations.
• Assessing the walk-away point and how to eliminate emotions in negotiations.
• Illustrating how to effectively negotiate in an ethical manner.
• Evaluating how to deal with other parties in various power positions.