NEGOTIATIONS/CONFLICT MANAGEMENT

Catalog description

This course is designed utilizing a variety of approaches included lecture, guest lectures, simulations, role playing and experiential exercises. The instructor's role is one of facilitating many of these approaches. The requirements in Negotiations/Conflict Management for all students and the outline of objectives to be accomplished are: To understand the dynamics of interpersonal and inter-group conflict; to provide an overview of the negotiation process; to understand the economic structure of negotiation, and some exposure to game-theoretic models; to learn the basics of competitive, distributive, win-lose negotiation; to learn the basics of collaborative, integrative, intra-group and inter-group negotiation; to understand the differences between interpersonal, intra-group, and inter-group negotiation; to understand the use of power and negotiating in unequal power relations; to understand the approaches for resolving unproductive negotiations, including the use of third parties.