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Course Syllabus

BUS403: Negotiations and Conflict Management

Course Introduction

Course Syllabus

Unit 1: Negotiation Strategy

1.1: What Is Negotiation?

1.2: Problem-Solving

1.3: Establishing SMART Goals

1.4: Creating a Clear Strategy

1.5: Distributive Negotiation (Win-Lose)

1.6: Integrative Negotation (Win-Win)

Unit 1 Assessment

Unit 2: Managing Business Negotiations

2.1: Sales Negotiations

2.2: Negotiating with Suppliers

2.3: Labor Negotiations

2.4: Mergers and Acquisitions

2.5: Principals and Agents

2.6: Multi-Party Negotiations

2.7: Timing and Sources of Power

Unit 2 Assessment

Unit 3: Conflict in the Workplace

3.1: Functional Conflict and Its Role in Innovation

3.2: Reasons for Dysfunctional Workplace Conflict

3.3: Misunderstandings or Disagreement regarding Organizational Structure

3.4: Scarcity of Resources

3.5: Misunderstandings or Disagreement Regarding Task Interdependence

3.6: Conflicting Personality Types

3.7: Negative Stereotypes and Cultural Biases

3.8: Gender-Based Stereotypes

3.9: Age-Related Stereotypes

3.10: Culturally-Based Biases and Stereotypes

3.11: Avoiding Biases and Stereotypes in the Workplace

3.12: Dysfunctional Conflict and Its Impact on Work Product

Unit 3 Assessment

Unit 4: Conflict Resolution Strategies

4.1: Five Styles for Handling Conflict

4.2: Alternative Dispute Resolution

4.3: Negotiation

4.4: Mediation

4.5: Arbitration

4.6: Litigation

4.7: Understand Each Party's Perspective and Goals

4.8: Working toward a Common Goal

4.9: Barriers to Reaching a Common Goal

4.10: Create a Plan to Move toward a Common Goal

4.11: Intra-organizational Conflict

4.12: Grievance Procedures

Unit 4 Assessment

Unit 5: International and Cross-Cultural Negotiation

5.1: Cross-Cultural Communications

5.2: Cultural Dimension Theories

5.3: Regional and Country-Specific Case Studies

5.4: Political and Legal Issues in International Negotiations

Unit 5 Assessment

Study Guide

Course Feedback Survey

Certificate Final Exam

Quizzes