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Business 319: Negotiations and Conflict Management
December 2013 – Present.
Upon successful completion of the course, students will be able to: explain the theory, processes, and practices of negotiation and conflict resolution; apply the terminology used in negotiation, analyze target and resistance points, summarize the role of BATNA and WATNA on negotiation and assess the role of reciprocity in negotiation; compare distributive bargaining and integrative bargaining, discuss the role of power, point out hardball tactics hardball tactics and analyze the role of trust and dilemma of disclosure in a negotiation; apply effective conflict management, communication and influence techniques to a given scenario; contrast various negotiation strategies, break down the problem-solving process and explain the role of perception and bias on negotiation; dissect each of the phases of negotiation and discuss common negotiation pitfalls and how to avoid them; compare the various types of personal and work-related negotiations with attention to level of relationship building and human capital; and adapt theories of cultural dimensions to an international negotiation scenario.
The course is self-paced, and instruction is delivered through online video and text lessons. Students are assessed through quizzes and a proctored final exam. Topics include: introduction to negotiation and conflict management, negotiation terminology and process, distributive and integrative bargaining, conflict resolution, collaborative problem solving and decision making, negotiation strategies, perception and bias, communication and negotiation, persuasion in negotiation, types of negotiations, and international negotiation.
In the upper division baccalaureate degree category, 3 semester hours in Human Resource Management, Management, Negotiations and Conflict Management, Operations Management, Project Management, or Finance (12/17).