Negotiation and Conflict Resolution (LNCR) 565
Negotiation and Conflict Resolution
Delivery Mode: Online
Faculty: Faculty of Business
This course aims to improve the learner’s understanding of negotiation strategies and processes, considering the situational context, the relationship aspect, and the goals of the negotiation. With a focus on business negotiation, the course offers tips on the preparation work and the applicable techniques relevant to a chosen strategy. The course also briefly introduces the role and types of third-party intervention for negotiations and conflict resolution. Finally, it addresses issues related to cross-cultural negotiations, as workforce diversification and globalization of organizations have made these increasingly important.
After completing this course, learners will be able to:
- Define key negotiation concepts and use these terms appropriately in a 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 a relevant negotiation circumstance;
- Demonstrate awareness in and sensitivity to cross-cultural issues in negotiations.
- Lesson 1: Negotiation Strategies
- Lesson 2: Negotiation Planning
- Lesson 3: Negotiation Process
- Lesson 4: Third-Party Conflict Resolution and International Negotiations
Students will be evaluated based on their participation in weekly online discussions (48%), a case negotiation (team) assignment (12%), and one individual written assignment (40%). To pass the course, students must achieve 60% or more on the discussion participation component and 60% or more as a combined average on the other credit activities.
This four-week course is worth 1 credit of graduate-level study.