Mgt/345

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Date Added: 06 / 01 / 2009
Category: Business and Marketing
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Mgt/345

View Full Essay Course Syllabus
 
University of Phoenix
MGT/445

COURSE NUMBER: MGT/445--Organization Negotiation
COURSE START DATE: May 5, 2009-- June 8, 2009
Facilitator Information
Carlos Campos
cjcampos@email.phoenix.edu (UOP)
carlos.campos@elpasotexas.edu (Personal)  
TOPICS AND OBJECTIVES

 
INTRODUCTION TO NEGOTIATION
•   Explain key negotiation concepts and terms.
•   Analyze the roles of communication and personality in negotiation.
•   Evaluate the benefits, cost, and risks associated with negotiation.
 
 
NEGOTIATION PROCESSES AND STRATEGIES
•  Describe the negotiation process.
•  Compare and contrast the different negotiation strategies.
•  Prepare a negotiation plan.
 
 
ORGANIZATIONAL APPLICATIONS
•  Determine the stakeholders in the organizational negotiation process.
•  Apply appropriate negotiation strategies to support organizational goals.
•  Analyze the impact of ethics and culture in organizational negotiations.
 
 
NEGOTIATIONS AND CONFLICT MANAGEMENT
•  Analyze conflict in organizational negotiations.
•  Apply conflict management intervention strategies to resolve organizational conflict.
 
 
EMERGING TRENDS
•  Analyze the implications of globalization and technology on negotiations.
•  Discuss the evolving nature of negotiation philosophies.

Point Values for Course Assignments
ASSIGNMENTS
Due
Points
Individual (70%)

Communication and Personality in Negotiation Paper
W1
200
Miami School District Negotiation Paper
W4
250
Article Analysis
W5
150
Participation
Weeks 1 - 4
100
Learning Team (30%)

Case Study Analysis Part A (Power Play for Howard)
W2
100
Case Study Analysis Part B and Presentation (Power Play for Howard)
W3
100
Third Party Conflict Resolution Paper
W5
100
Total

1000

ASSIGNMENTS
Week 1 Assignments
ONLINE   - ASSIGNMENTS
On Going all Week: Respond to the Discussion Questions posted by your instructor in the main forum.
Read the materials listed on   for Week...