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Negotiation: Theory and Practice - MGSM884
This unit examines the theory and practice of negotiation from a number of academic and practical perspectives. The dynamics of integrative, distributive and intra-organisational bargaining are analysed and the critical sub-processes of negotiation are reviewed: persuasion processes, communication processes, the social context of negotiation, sources and use of power and influence, through the analysis and conduct of a series of negotiation case studies, role plays and exercises which cover a wide range of managerial and organisation issues.
| Credit Points: | 4 |
| When Offered: | T1 - Offered by MGSM in Term 1 T3 - Offered by MGSM in Term 3 |
| Staff Contact(s): | clientservices@mgsm.edu.au |
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| Assessed As: | Graded |
| Offered By: | Macquarie Graduate School of Management |
Timetable Information
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