Perfect your negotiation and conflict resolution skills to build and maintain healthy business relationships by examining the concepts, processes, strategies, and ethical issues related to negotiation and conflict resolution.
Negotiation is the interactive process we engage in to advance individual and joint interests. Almost every transaction with other individuals in the personal, social, professional, and political spheres involves negotiation. In this course, we recognize that negotiation, conflict resolution, and relationship management are complex processes. Successful practitioners apply analytical, interpersonal, perceptual, and persuasive skills to create a productive business environment.
Short and long-term relationships can thrive or break down based on their management approach. Functional conflict can be a positive force for change in the workplace when employees can freely voice their ideas and improve the status quo. This free expression is a form of negotiation that prompts leadership to promote new, innovative, and more efficient ways to accomplish tasks or goals. However, misunderstandings and personal clashes can create dysfunctional conflict and a caustic work environment.
Conflict resolution can be formal or informal. The proper approach can resolve debates, differences, disputes, and other issues among individuals and larger parties. Failures result from misunderstandings, misperceptions, and miscommunications about the positions and interests of the other party.
In this course, we study the negotiation framework and how to manage conflict. We focus on business negotiation skills and strategies to maintain healthy relationships. We explore concepts, ethical issues, processes, and strategies related to negotiation and conflict resolution. Finally, we identify appropriate conduct in multicultural business contexts.
- Unit 1: Negotiation Strategy
- Unit 2: Managing Business Negotiations
- Unit 3: Conflict in the Workplace
- Unit 4 Conflict Resolution Strategies
- Unit 5: International and Cross-Cultural Negotiation
- Explain negotiation theory and strategies such as problem-solving, relationship management, and shared interests;
- Explain various types of negotiation, including distributive negotiation, cooperation, competition, and phases of negotiation;
- Discuss strategies for managing dysfunctional conflict, avoiding biases and stereotypes, promoting inclusivity, and working toward a common goal;
- Compare alternative dispute resolution models, such as negotiation, mediation, arbitration, and litigation; and
- Describe international negotiation strategies, such as cross-cultural communication, cultural dimension theories, and political and legal issues.