Negotiating and Conflict Resolution
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.
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, by: analyzing characteristics of a negotiation situation; analyzing positions taken during negotiation; analyzing cultural differences and assessing how they influence negotiations; and using culturally responsive negotiation strategies.
Assess how people communicate during negotiation and manage mood/emotion accordingly.
Apply strategies for conflict management, managing different levels of conflict and utilizing components of a conflict resolution strategy.
Improve negotiation communication.
Recognize three major sources of power that exist: information and expertise, control over resources, and one's position in an organization or network.
> Direct link to course prerequisites.
> Buy your textbooks and other required course materials online from the Brandeis Bookstore ,or visit the bookstore in the Shapiro Campus Center.