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Developing the negotiation skills of graduate managment students

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conference contribution
posted on 06.12.2017, 00:00 authored by S Kiffin-Petersen
Negotiation skills are considered integral to managerial effectiveness. Yet, little research has examined the systematic development of negotiation skills in management education. This paper describes a university course that was developed to improve MBA students’ negotiation skills. Results from a quasi-experimental study show that the course significantly improved students’ knowledge of negotiation and their distributive and integrative self-efficacy. There was also a significant increase in the extent to which negotiation course students believed competitive bargaining tactics were acceptable, and misrepresenting yourself unacceptable. Implications for the design of courses directed at developing negotiation skills among graduate students are discussed, together with directions for future research.

Funding

Category 1 - Australian Competitive Grants (this includes ARC, NHMRC)

History

Editor

Kennedy J; Di Milia V

Parent Title

Proceedings of the 20th ANZAM Conference [electronic resource] : Management : pragmatism, philosophy, priorities

Start Page

1

End Page

21

Number of Pages

21

Start Date

01/01/2006

ISBN-10

1921047348

Location

Yeppoon, Qld.

Publisher

Australian and New Zealand Academy of Management

Place of Publication

Lindfield, NSW

Peer Reviewed

Yes

Open Access

No

External Author Affiliations

Graduate School of Management; International conference;

Era Eligible

No

Name of Conference

Australian and New Zealand Academy of Management. International conference