Modern organisations are characterised by increasingly higher levels of uncertainty, complexity and diversity. In our current globalised work environment, how can you manage the power and politics that persistently influence organisational decision-making? Being savvy about organisational politics and having the nous to negotiate and resolve conflict is a critical capability for managers at all levels. This course will develop your negotiation and conflict resolution skills – crucial to becoming a positive influence in your organisation. Via structured learning activities (video lectures, quizzes, discussion prompts and written assessments) you will conceptualise and measure power and politics; analyse and develop strategies for influencing stakeholders; and learn how to act with integrity and purpose when ‘playing politics’.
Week 4 outline
Within every situation labelled “a negotiation” there will often exist a number of ‘subordinate’ negotiations that must be successfully navigated to achieve a successful outcome. In addition to the stated negotiation agenda - the topic at the centre of the discussion - we can identify two other negotiations. Firstly, there is a negotiation that takes place around the parties’ current or future relationship, and secondly, there is a negotiation that takes place around the process that will be followed. While these subordinate negotiations are clearly very important, they are often largely ignored when negotiators are planning. In this week’s session you will learn about what are called “the three negotiations” - content, process and relationship. You will learn how to identify process problems in negotiation and how to bring a stalled negotiation back on track. You will learn how to build trust in negotiation and how to preserve or enhance your relationship with your negotiation counterparts without compromising your own interests.
강사:
Dr Andrew Heys
Director, International Engagement
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