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MGT 557 Complete Course Material MGT 557 Entire Course (Negotiation Power and Politics) Complete Course MGT 557 Week 1 DQ 1 Define zero-sum situation. What are some strategies for a successful or neutral outcome in a zero-sum negotiation? MGT 557 Week 1 DQ 2 How can a negotiation that begins with a negative bargaining range be resolved? Should a negotiator reveal his or her resistance point? Explain. MGT 557 Week 2 MGT 557 Week 2 DQ 1 Describe the best alternative to a negotiated agreement (BATNA) concept. Explain the pitfalls of overestimating the value of BATNA. Why is a negotiator’s BATNA the most valuable tool of power negotiation? MGT 557 Week 2 DQ 2 Define ethics. Why do ethics matter in negotiation? How does your personal ethical code influence your negotiations? Provide a specific example MGT 557 Week 2 Individual Assignment Negotiation Outcome Matrix MGT 557 Week 2 Learning Team Weekly Reflection MGT 557 Week 3 MGT 557 Week 3 DQ 1 What are the strengths and weaknesses of using an agent in negotiations? How can you determine the best time to use an agent and when to negotiate for yourself? MGT 557 Week 3 DQ 2 When interacting with decision makers, what happens as you try to convert or pressure them during two-party and multiparty negotiations? What special challenges occur in two-party and multiparty negotiations? MGT 557 Week 3 Learning Team Assignment Salary Negotiation Role-Play MGT 557 Week 3 Learning Team Weekly Reflection MGT 557 Week 4 MGT 557 Week 4 DQ 1
What concepts in Chinese culture should those attempting to negotiate in China recognize? In your opinion, how does guanxi affect negotiation in China? What are some strategies to employ when negotiating with a Chinese company? MGT 557 Week 4 DQ 2 Define perception and perceptual distortion by generalization. Explain how perception distortion can cause biases in negotiation. How can you use this information in negotiations? Cite specific examples MGT 557 Week 4 Learning Team Assignment Rock-n-Roll Negotiator – Part 1 MGT 557 Week 4 Learning Team Assignment Rock-n-Roll Negotiator – Part 2 MGT 557 Week 4 Learning Team Weekly Reflection MGT 557 Week 5 MGT 557 Week 5 DQ 1 What are some common mistakes that may lead to an impasse in negotiation? Describe a time you experienced an impasse in negotiating. What are strategies that could have been applied in that situation? MGT 557 Week 5 DQ 2 Why is intransigence a powerful card for a negotiator? What are the dangers of intransigence? How will you manage a negotiation impasse when the other party presents you with an ultimatum. MGT 557 Week 5 Individual Assignment Cell Phone Negotiations MGT 557 Week 5 Learning Team Weekly Reflection MGT 557 Week 6 MGT 557 Week 6 Individual Assignment Negotiation Plan For this assignment, you will choose from the following options: Option 1: Capital Mortgage Insurance Corporation Case Study Option 2: National Football League Negotiation Read the instructions in the University of Phoenix Material: Negotiation Plan located on the student website and select one option to complete the assignment. MGT 557 Week 6 Learning Team Weekly Reflection Discuss this week’s objectives with your team. Your discussion should include the topics you feel comfortable with, any topics you struggled with, and how the weekly topics relate to application in your field. Prepare a 350- to 1,050-word paper detailing the findings of your discussion.