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Negotiation & Problem Solving

Paula Gutlove Professor: Paula Gutlove

Negotiation and conflict resolution are becoming more important in organizations today. In the past, you probably would use negotiation and conflict resolution skills only if your job entailed formal dealings with unions, suppliers, and customers or as a financial deal maker. In other words, negotiation was a skill needed only by people who did it for a living. All that has changed in most organizations today. If you analyze an organization through a political lens, all interactions are basically negotiations. That means that as a leader, at whatever level, you are frequently operating in a situation where your responsibility exceeds your authority. You will need to negotiate with a range of internal and external stakeholders in order to get your job done. In network and team structures, you are but one voice among many. To get your agenda accomplished, you will need to negotiate to build alliances among different stakeholders and constituencies. As organizations become more diverse demographically and culturally, the potential for conflict increases, requiring even more attention to ways of dealing with it. And in these challenging times, the need to negotiate resources and support for yourself and your group becomes even more critical.

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Leading Organizational Change

Špela Trefalt Professor: Špela Trefalt

Organizational change may be required for a number of reasons including innovation in technology, work processes, or organizational structures; internal politics; changes in the markets for products and services an organization provides; the changing workforce; the changing regulatory environment in which the organization operates; or the changing expectations of various stakeholders. While the necessity for change may seem obvious, the vast majority of organizational change efforts fail.

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