Leadership Development (LNCR) 565

Negotiation and Conflict Resolution

Delivery Mode: Online

Credits: 1

Prerequisites: None

Faculty: Faculty of Business

Program: Leadership and Management Development

Course Overview

Negotiations happen all the time, at work, home, and all areas of our lives, either formally or informally. Even though we all frequently engage in negotiations, we often miss opportunities to capture and build value, tangible and intangible, because we are unaware of the skills and mechanisms of negotiation. Sometimes we even shy away from formal negotiation events because we suspect our own skills are not strong enough.

In this course, we aim to improve your understanding of the negotiation strategies and processes, taking into consideration the situational context, the relationship aspect, and the goals of the negotiation.  With a focus on business negotiation, we will offer tips on the preparation and techniques that are relevant for a chosen strategy, including how to better understand oneself and the other parties.  We will also briefly introduce the role and types of third-party intervention for negotiations and conflict resolution. Last but not least, we will also spend some time addressing cross-cultural negotiations, as workforce diversification and globalization of organizations have made these issues increasingly important.

Course Objectives

After the course completion, students will be able to:

  • define key negotiation concepts and use these terms appropriately in the negotiation context
  • use different negotiation strategies for different situations as appropriate
  • practice methods of value creation in integrative negotiations
  • give proper emphasis to negotiation planning
  • identify the tactics in distributive and integrative negotiations and apply techniques to overcome negotiation barriers
  • consider using third party interventions, including mediation and arbitration, as appropriate in the negotiation circumstance
  • demonstrate increased awareness in and sensitivity to cross-cultural issues in negotiations.

Student Evaluation

The course grades are determined as follows:

Activity % of Final Grade
Weekly Discussion Question Participation 48%
Week 3 Case Negotiations Activity 12%
Final Individual Assignment 40%

Athabasca University reserves the right to amend course outlines occasionally and without notice. Courses offered by other delivery methods may vary from their individualized-study counterparts.

Updated April 13 2016 by Student & Academic Services