565-LNCR: Negotiation and Conflict Resolution
This course aims to improve the learner’s understanding of negotiation strategies and processes, considering the situational context, the relationship aspect, and the goals of the negotiation. With a focus on business negotiation, the course offers tips on the preparation work and the applicable techniques relevant to a chosen strategy. The course also briefly introduces the role and types of third-party intervention for negotiations and conflict resolution. Finally, it addresses issues related to cross-cultural negotiations, as workforce diversification and globalization of organizations have made these increasingly important.
After completing this course, learners will be able to:
- define key negotiation concepts and use these terms appropriately in a negotiation context;
- use different negotiation strategies for different situations, as appropriate;
- practice methods of value creation in integrative negotiations;
- give proper emphasis to negotiation planning;
- identify the tactics in distributive and integrative negotiations, and apply techniques to overcome negotiation barriers;
- consider using third-party interventions, including mediation and arbitration, as appropriate in a relevant negotiation circumstance;
- demonstrate awareness in and sensitivity to cross-cultural issues in negotiations.
- Lesson 1: Negotiation Strategies
- Lesson 2: Negotiation Planning
- Lesson 3: Negotiation Process
- Lesson 4: Third-Party Conflict Resolution and International Negotiations
Students will be evaluated based on their participation in weekly online discussions (48%), a case negotiation (team) assignment (12%), and one individual written assignment (40%). To pass the course, students must achieve 60% or more on the discussion participation component and 60% or more as a combined average on the other credit activities.
This four-week course is worth 1 credit of graduate-level study.