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RPJM 113

Negotiating and Conflict Resolution

Course Description
Conflicts of interest are common in project and program management, business environments, and daily life. This course provides a framework to understand the basis of conflict, to select an appropriate conflict resolution strategy, and to employ tactics that optimize results for both individuals and organizations. Characteristics of negotiation explored include the two fundamental strategies of negotiation; frames of reference; value creation; value claiming; and the impact of both tangible and intangible factors on the negotiation process.

With globalization of project management and the implementation of virtual teams, the challenges to successfully resolve conflicts become increasingly complex. Approaches to conflict resolution differ among collocated and virtual teams, and cultural differences, interests, and values influence negotiation strategy and tactics. As each element of the conflict resolution process is explored, the course highlights special considerations for virtual team members.

By participating in this course you will come to recognize the pervasiveness and importance of negotiation. You will acquire a new repertoire of negotiating skills. You will develop a systematic and positive approach to negotiating with colleagues, bosses, clients, other stakeholders, and external groups of all kinds--in ways that equip you to deal also with all kinds of conditions and circumstances.

Overall Course Outcomes
At the end of the course, students will be able to:

Develop a systematic plan to negotiate with colleagues, bosses, clients, other stakeholders, and external groups of all kinds

• Analyze characteristics of a negotiation situation
• Analyze strategies for conflict management
• Execute fundamental strategies of distributive bargaining
• Analyze positions taken during a negotiation and handle hardball negotiation tactics
• Execute an integrative negotiation process, determining the factors that will facilitate a successful integrative negotiation
• Develop a strategy to achieve one’s goals, negotiation strategy, BATNA
• Prepare for communications in the negotiations and analyze the opponent’s communication tactics
• Identify frames in negotiation, managing emotions and perspectives, and identifying cognitive bias
• Apply power to strengthen negotiation and manage influence (leverage) during a negotiation process
• Evaluate ethical and unethical tactics
• Execute culturally responsive negotiation strategies

Extensive role play is incorporated in this course in order to demonstrate principles learned. To facilitate this activity, a webcam is required for this course.

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