MBA 631
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Power, Influence, and Negotiation
Marriott School of Business
Course Description
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.
When Taught
Winter
Min
3
Fixed/Max
3
Fixed
3
Fixed
0
Title
Practical Nogotiation Skills
Learning Outcome
Develop practical negotiation skills and strategies that students can confidently apply in both personal and professional contexts.
Title
Negotiation Planning
Learning Outcome
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).
Title
Improving Negotiation Weaknesses
Learning Outcome
Identify personal negotiation strengths and weaknesses, and devise concrete strategies for improvement.
Title
Psychological Negotiation Principles
Learning Outcome
Understand psychological principles that allow negotiators to simultaneously maximize economic outcomes and strengthen relationships.
