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BUS403: Negotiations and Conflict Management
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Course Introduction
Course Syllabus
Unit 1: Negotiation Strategy
1.1: What Is Negotiation?
Negotiations
What Is Negotiation?
1.2: Problem-Solving
Problem-Solving and Decision-Making in Groups
Decision-Making in Groups
1.3: Establishing SMART Goals
Setting the Right Goals
1.4: Creating a Clear Strategy
Strategy Planning
Recognizing and Avoiding Negotiation Mistakes
1.5: Distributive Negotiation (Win-Lose)
Distributive Bargaining
Introduction to Augmenting the Bargaining Zone
An Overview of Game Theory
The Prisoner's Dilemma
What Is a Zero-Sum Game, and How Do I Play?
1.6: Integrative Negotation (Win-Win)
Integrative Negotiation
The Importance of Integrative Negotiation
Collaborate to Negotiate
Emotional Intelligence
Does a Positive-Sum Attitude Promote Happiness?
What Is Emotional Intelligence and Why Do You Need It?
Unit 1 Assessment
Unit 1 Assessment
Unit 2: Managing Business Negotiations
2.1: Sales Negotiations
Closing Starts at the Beginning
Principles of Persuasion
2.2: Negotiating with Suppliers
The Essence of Negotiation
2.3: Labor Negotiations
Collective Bargaining
2.4: Mergers and Acquisitions
Mergers and Acquisitions
Investment Thesis on Sears: Case Study
2.5: Principals and Agents
Relationships between Principal and Agent
Liability of Principal and Agent; Termination of Agency
2.6: Multi-Party Negotiations
Multi-Party Negotiation and Power
2.7: Timing and Sources of Power
Sources of Power
Unit 2 Assessment
Unit 2 Assessment
Unit 3: Conflict in the Workplace
3.1: Functional Conflict and Its Role in Innovation
Understanding Conflict
Five Good Things about Conflict
Leadership Guide to Conflict and Conflict Management
3.2: Reasons for Dysfunctional Workplace Conflict
Four Ways to Deal with Conflict at Work
3.3: Misunderstandings or Disagreement regarding Organizational Structure
Organizational Structure and Change
3.4: Scarcity of Resources
Defining Economics
3.5: Misunderstandings or Disagreement Regarding Task Interdependence
Teamwork Effectiveness
Why Teamwork Works
Effective Team Work and Collaboration
Conflict Management: Identifying Active Listening
3.6: Conflicting Personality Types
Personality Types
3.7: Negative Stereotypes and Cultural Biases
Stereotypes, Prejudice, and Discrimination
Prejudice, Discrimination, and Stereotyping
3.8: Gender-Based Stereotypes
Gender
Sexual Harassment
3.9: Age-Related Stereotypes
Ageism at Work
3.10: Culturally-Based Biases and Stereotypes
Five Cross Cultural Capabilities for Clinical Staff
3.11: Avoiding Biases and Stereotypes in the Workplace
Building Culturally Competent Organizations
3.12: Dysfunctional Conflict and Its Impact on Work Product
Organisational Conflict
Four Keys to Resolving Workplace Conflicts
Unit 3 Assessment
Unit 3 Assessment
Unit 4: Conflict Resolution Strategies
4.1: Five Styles for Handling Conflict
Thomas-Kilmann
Finding Opportunities in Conflict
4.2: Alternative Dispute Resolution
Alternative Dispute Resolution
4.3: Negotiation
A Problem Solving Approach to Conflict Resolution
Conflict Resolution
The Nature of Unions
Collective Bargaining
4.4: Mediation
Facts about Mediation
4.5: Arbitration
Arbitration
Argument Analysis: An Epic Day for Employers in Arbitration
4.6: Litigation
When to Bring a Lawsuit
Law and Legal Risk Management
The Trial
4.7: Understand Each Party's Perspective and Goals
Resolving Conflict
4.8: Working toward a Common Goal
How to Make Teams Work Effectively
4.9: Barriers to Reaching a Common Goal
Conflict Resolution – A Redefinition
4.10: Create a Plan to Move toward a Common Goal
Project Completion
4.11: Intra-organizational Conflict
Teaching About Conflict Resolution
4.12: Grievance Procedures
Five Reasons to Tell the Hard Truth to Underperformers
Have a Performance Conversation with an Employee
Progressive Discipline and Termination Processes
Unit 4 Assessment
Unit 4 Assessment
Unit 5: International and Cross-Cultural Negotiation
5.1: Cross-Cultural Communications
Culture and Business
Ethical and Cross-Cultural Negotiations
Rate Your Cross-Cultural Relationships to Build Them
5.2: Cultural Dimension Theories
Trompenaars' Model of National Culture Differences
Interview with Fons Trompenaars
Types of Organizational Culture
Intercultural Communication
Cultural Awareness from Both Sides
5.3: Regional and Country-Specific Case Studies
Finding a Common Language in Intercultural Negotiation
The Importance of Face in China
In China, Begin Slowly with Praise
The United States and the Arab World
Arab Women as Business Leaders Will Always Be the Exception
Business in Mexico
Latino vs Hispanic: Constructing a New America
5.4: Political and Legal Issues in International Negotiations
Introductory Trade Issues: History, Institutions, and Legal Framework
The World Trade Organization (WTO)
The Effect of Politics on Global Negotiations
Be Proactive with Your Government Relationships
Problems with Authorities Can Be an Opportunity
Unit 5 Assessment
Unit 5 Assessment
Study Guide
BUS403 Study Guide
Course Feedback Survey
Course Feedback Survey
Certificate Final Exam
BUS403: Certificate Final Exam
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BUS403: Negotiations and Conflict Management
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