CP 4050: Negotiation and Conflict Management
Overview
All too often, we unnecessarily aggravate conflict between ourselves and others by how we manage our differences and communicate our concerns. While disputes are inevitable, they need not be destructive. Negotiation and Conflict Management offers practical instruction on techniques of negotiation and the theory and practice of conflict resolution. Working with both case studies and training exercises, the course focuses on the sources of conflict and approaches to resolving differences. The class is divided into four major topics: Conflict and Its Management, The Anatomy of a Negotiation, Planning and Conducting Negotiations, and Resolving Multi-Party Conflict in Practice.
Readings
Required readings will be taken from books such as
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Roger Fisher and William Ury, Getting to Yes, (Boston: Houghton Mifflin, 1981).
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David Lax and James Sebenius, The Manager as Negotiator, (New York: The Free Press, 1986).
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Lawrence Susskind and Jeffrey Cruikshank, Breaking the Impasse, New York: Basic Books, 1987.
Course schedule
I. Conflict and Its Management
1. Overview of Alternative Dispute Resolution Techniques and their Application.
2. Sources of and Responses to Conflict.
3. Strategic Choices in Conflict and Negotiation.
4. Managing Disputes in Dyads, Hierarchies, and Networks.
II. The Anatomy of a Negotiation
5. Positions and Interests.
6. Incentives for Negotiating.
7. Creating and Claiming Value
8. Information and Communication.
9. Power.
III. Techniques for Planning and Conducting Negotiations
Prenegotiation Phase
10. Planning the Negotiation: Qualitative Approaches.
11. Planning the Negotiation: Analytic Approaches.
12. Organizing the Negotiation.
Negotiation Phase
13. Running Meetings.
14. Generating Alternatives.
Implementation Phase
15. Reaching Agreements.
16. Implementing Agreements.
IV. Resolving Multi-Party Conflicts in Practice
17. Dispute Resolution in Multi-Party Disputes.
18. Mediation in Multi-Party Disputes