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Negotiation and Conflict Resolution
(636)
Credits: 3
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Project managers exercise their negotiation skills every day. It can be internal between co-workers and family or external dealing with friends, customers, vendors, suppliers and subcontractors. This course provides insight for leaders and managers to establish or reinforce negotiation and conflict resolution skills that will enable them to navigate the planning and preparation processes.
The role of communication is highlighted focusing on the dynamics involved with multi-party, teams and groups. Finally, cultural dynamics, negotiation style, conflict resolution techniques, and the use of third parties to resolve breakdowns in negotiations are explored.
Subjects covered include:
| The Nature of Negotiation |
Art of Communication |
| Distributive Bargaining Strategy |
Inner Strength |
| Integrative Negotiation Tactics |
Power and Influence |
| The Essence of Conflict |
Relationships Are Paramount |
| The "We" in Conflict |
Friend or Foe |
| Strategy and Planning |
One for All: Group Dynamics |
| Ethical Decisions |
What Makes Us Different |
| Personality of Negotiation |
Cultural Importance |
| Sources of Conflict |
Right, Wrong, or Indifferent |
| Timing and Delivery |
Who's Negotiating Anyway |
| Increase Your Understanding of |
. Planning and preparation for conflict and negotiation
. Conflict and how it affects the negotiation process
. The dynamics of communication, and the roles of power and ethics
. The impact of conflict in the broader social context
. The dynamics of negotiation involving teams or groups
. Cultural factors that strongly shape negotiations
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| Improve Your Ability to |
. Negotiate schedules and contracts; and enhance project estimates
. Negotiate multiparty agreements; and build better teams
. Confront conflict and positively enhance outcomes
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Professor:
Benjamin Perez, B.S.B.A, M.A., D.B.A., Ph.D.
Text: Negotiation,
by Roy J. Lewicki, David M. Saunders and Bruce Barry,
McGraw-Hill; Conflict 101, by Susan H. Shearouse, AMACOM
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