Negotiations and conflict management

Reference no: EM132497691

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

1. Answer the questions below.

a. Describe the concept of "interests" in a negotiation.

b. 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.

Attachment:- NEGOTIATIONS AND CONFLICT MANAGEMENT.rar

Reference no: EM132497691

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