RPS 6100 Influence, Persuasion and Negotiation Strategy

Managers need resources to succeed and successful managers tend to negotiate well to give themselves the best chance to succeed; they negotiate with customers and suppliers for better prices; they negotiate with internal functions to get better support and key resources to deliver value to both internal and external stakeholders; as managers move up the corporate ladder, they negotiate with their team members for better commitment and they negotiate with their superiors for domain independence. This course will focus on managers’ need to influence others, manage conflict, and negotiate agreements in a wide range of business scenarios both within and outside the organization. Students will be introduced to basic theories of negotiation, practices and frameworks of negotiation. Students will be provided with opportunities to reshape their understanding of negotiation, discover their own negotiation styles, and apply negotiation principles to critical issues. The course takes a view that negotiation is also a life skill that comes in handy in career growth and addresses the managers need to understand that influencing often occurs without formal power or authority. The course uses a combination of lectures, discussions, role-play exercises, cases, and exams.
Credits: 3.0