Negotiations and Conflict Management

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Subject:

Business

Institution Name:

The Saylor Foundation

Collection:

Saylor Foundation

Grade Level:

Post-secondary

Abstract:

This course examines the conceptual framework of negotiations as applied to all areas of negotiation in both the public and private sectors, focusing specifically on business negotiations later in the course. It also uncovers the influence of national and cultural variations in the decision-making process. Upon successful completion of this course, the student will be able to: demonstrate an understanding of the theory, processes, and practices of negotiation, conflict resolution, and relationship management; identify and discuss common negotiation myths and misconceptions; demonstrate an understanding of the principles, strategies, and tactics of effective negotiation and professional relationship management; identify and assess the variables in negotiations; develop reliable planning techniques; demonstrate an increased level of comfort and skill in managing negotiations as well as professional relationships; assess the importance of various factors that impact negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics; develop and execute effective negotiation strategies and tactics for different scenarios; employ effective communication, problem-solving, and influence techniques appropriate to a given situation; diagnose negotiation problems; demonstrate familiarity with new negotiation ideas and practices; explain how culture impacts negotiations; identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations; explain how TrompenaarsŐ and HofstedeŐs theories of cultural dimensions can be applied to cross-cultural and international negotiations; describe the types of political and legal issues that might arise during the course of international negotiations. (Business Administration 403)

Languages:

English

Material Type:

Assessments, Audio Lectures, Full Course, Homework and Assignments, Lecture Notes, Readings, Syllabi, Video Lectures

Media Format:

Audio, Graphics/Photos, Text/HTML, Downloadable docs, Video

Conditions of Use:

Creative Commons Attribution-Noncommercial 3.0
You are welcome to share, remix, and adapt this course under the terms of the Creative Commons Attribution 3.0 Unported License; however, many linked materials within this course are copyright of their respective authors/owners and may not be openly-licensed. Please respect the copyright and terms of use associated with each resource.

Copyright Holder:

The Saylor Foundation