Sep 29-Oct 01
Negotation and Conflict Resolution
Negotiation and Conflict Management presents negotiation theory, provides frameworks for building strategies for effective negotiations and explores the nature of conflict and conflict resolution. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in (under) difficult situations. Course Objectives: Understand the main components of the negotiation process: communication, relationship, dealing with feelings, interests, references and alternatives. Learn to understand the perspective of negotiating counterparts, their needs, and the role of your relationship with them. Learn the main aspects of ethics in negotiations. Learn how to increase and distribute value.