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Download fileDeveloping the negotiation skills of graduate managment students
conference contribution
posted on 2017-12-06, 00:00 authored by S Kiffin-PetersenNegotiation 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 VParent Title
Proceedings of the 20th ANZAM Conference [electronic resource] : Management : pragmatism, philosophy, prioritiesStart Page
1End Page
21Number of Pages
21Start Date
2006-01-01ISBN-10
1921047348Location
Yeppoon, Qld.Publisher
Australian and New Zealand Academy of ManagementPlace of Publication
Lindfield, NSWPeer Reviewed
- Yes
Open Access
- No
External Author Affiliations
Graduate School of Management; International conference;Era Eligible
- No