Negotiation and Organizational Conflict Resolution

Maurie Kelly, PhD, Director of Informatics, Institutes of Energy and the Environment, and Instructor of Risk Management, Smeal College of Business, Pennsylvania State University., Harvard Extension School

This highly interactive course uses cases, role playing, and scenarios to enhance students' understanding of negotiations and organizational conflict. Students work one-on-one and in teams, engaging in discussions and accessing resources to navigate complex situations. Students are actively learning through the use of case analyses, readings, and real-world negotiations from a wide range of contexts. Scenarios include simple two-party negotiations and complex multiparty negotiations which support the development of skills, strategies, and tactics applicable not only to work environments, but all facets of life. Students learn to communicate more effectively, recognize and develop alternatives or barriers, and utilize existing strengths. We explore various types of negotiations including integrative (win/win approach), distributive (win/lose approach), and various iterations of these two extremes. In addition, we discuss communication (face to face, virtual, verbal/non-verbal), emotion/perception (psychological intangibles), team/multiparty negotiations, and international negotiations and cultural differences. The objective of this course is to teach students how planning, strategy, and knowledge can support goals in negotiation situations and help resolve organizational conflicts. Upon successful completion of this course students should be able to negotiate effectively by analyzing negotiation situations, apply appropriate strategies and tactics, understand the communication climate necessary for effective negotiations, develop a deeper understanding of the negotiation process (preparation, opening session, bargaining, and settlement), and improve analytical skills. Students also emerge with a better understanding of individual strengths and weaknesses in terms of personality and behaviors which may influence negotiation processes and outcomes. (4 credits)

  • 3 сентября 2013
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  • Язык: Английский Gb


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