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Macquarie University

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Negotiation; Theory and Practice

  • MGSM884
  • 4
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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. -- Course Website

Instructor: [email protected]

Prerequisites: Admission to MMgt or MBA or PGCertMBAExt or MAMed or MASurg or MSurgĀ 



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