Assignment Problem: Negotiations and Conflict Management
- Appraising the theories, processes, and practices of negotiation, conflict resolution, and relationship management.
- Evaluating the principles, strategies and tactics of effective negotiation and relationship management.
- Assessing the various factors that impact negotiations.
- Synthesizing effective communication, problem-solving, and influence techniques to be appropriate for a given situation.
- Discriminating the patterns of negotiation and conflict resolution strategies required in multicultural contexts.
Topic:
What is Negotiation?
- Objectives and disruptions
- Negotiation planning
- Managing conflict
- Analyzing disputes
- Improving decision-making
- Coping with conflict
Negotiation Strategies and Biases
- Problem-solving
- Contending
- Yielding
- Compromising
- Building relationships
- Understanding cognitive, motivational and emotional bias
- Social perception
- Joint problem-solving
- Emotional intelligence
Processes and Phases of Negotiation
- Distributive negotiation
- Positional bargaining
- Game theory
- Zero-sum, positive sum, and negative sum games
- Integrative negotiation
- Principled bargaining
- Phases of negotiation
Types of Business Negotiations
- Multi-party
- Mergers and acquisitions
- Sales
- Suppliers
- Labor
- Negotiating for yourself
- Principals and agents
Conflict Resolution
- Intra-organizational conflict
- Causes
- Mediation
- Arbitration
Cross-Cultural Negotiation
- Communications in international negotiations
- Theories of cultural dimensions
- Fons Trompenaars
- Geert Hofstede
- Political and legal issues in international negotiations
- Bargaining ethics
Answer the questions below.
Question 1: Describe the concept of "interests" in a negotiation.
Question 2: What are the benefits of using interests to reach an integrative solution to a conflict? Provide an example of how you would use interests in a negotiation.
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Attachment:- Negotiations and Conflict Management.rar