Imperial College London

DrJonathanPinto

Business School

Associate Professor Organizational Behaviour & Negotiation
 
 
 
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Contact

 

+44 (0)20 7594 8543j.pinto

 
 
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Location

 

282Business School BuildingSouth Kensington Campus

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Summary

 

Organisational Behviour - BUSI97227

Aims

This module will include key organisational behaviour topics at all three levels of analysis, i.e. individual, group, and organisation. It is designed to facilitate your development into a more effective organisational member and leader.

MODULE OBJECTIVES

Topics

  • Organizations as Complex Systems
  • Organisational Culture
  • Organisation Structure
  • Leading and Managing Teams
  • Team Decision Making
  • Motivation
  • Social Networks
  • Change Management
  • Leadership


SKILL OBJECTIVES

  • Diagnostic and analytical skills
  • Communication skills
  • Team working skills
  • Applying knowledge in a case study context

Role

Course Leader

Managing Negotiations - BUSI97434

Aims

Module Aims


This module will develop your understanding of the principles, strategies, and tactics of effective negotiation and professional relationship management.


Module Objectives


Knowledge objectives

Distributive and Integrative Negotiations

Cognition and Biases in Negotiations

Negotiation Analytics

Power and Influence in Negotiation

Multi-party Negotiations

Cross-Cultural Negotiations


Skill objectives

Diagnostic and analytical skills

Communication skills

Negotiation skills

Relationship management skills

 

Role

Course Leader