MNGT 4721 - Negotiation and Conflict Resolution

Delivery Online, self-paced

Course Description

Students are introduced to the fundamental theories of negotiation and conflict resolution and the essential skills required to be a successful negotiator. The negotiation process is pervasive in business and the ability to negotiate is an essential skill for successful managers. Topics include the nature of negotiation; strategy and tactics of distributive bargaining and integrative negotiation planning; integrative negotiation; negotiation, planning, and strategy; perception, cognition and emotion; communication and the negotiation process; power and negotiation; and ethics in negotiation.

Learning outcomes

Appreciate the nature of the of negotiation process.
Demonstrate strategy and tactics of distributive bargaining and integrative
negotiation planning.
Identify key elements in integrative negotiations.
Distinguish the key planning elements required for successful negotiations.
Illustrate the role of perception, cognition and emotion in the negotiation process.
Identify the importance of communication in negotiations.
Appreciate the role of power in the negotiation process.
Recognize the ethical implications of negotiations.

Course topics

Module 1: Introduction to the Nature of Negotiation
Module 2: Disruptive and Integrative Negotiation
Module 3: Negotiation Planning and Strategy
Module 4: Differences, Perception, Cognition, and Emotion
Module 5: Communication, Power and Negotiation
Module 6: Cross-Cultural and Indigenous Approaches to Conflict Resolution
Module 7: Ethics in Negotiation and Managing Difficult Negotiations
Module 8: Third-Party Help

Course topics

Required text and materials

Students are responsible for purchasing the required materials on their own:

Lewicki, R.J., Barry, B., & Saunders, D.M. (2024). Essentials of negotiation. (2024 Release, international student edition). McGraw-Hill.
Type E-Textbook. ISBN: 9781264503179 / 9781266913396

Lewicki, R.J., Barry, B., & Saunders, D.M. (2015). Negotiation: Readings, exercises, and cases (7th ed.). McGraw-Hill.
Type E-Textbook. ISBN: 9781259192029 / 9780077862428

Note: These items can be purchased directly from Campus eBookstore via Wolfie's Campus Store.

Assessments

Assignment 1	15%
Assignment 2	5%
Assignment 3	5%
Assignment 4	10%
Assignment 5	20%
Assignment 6	5%
Mandatory Final Exam	40%
Total	100%

Recommended requisites

MNGT 3731

Exclusions

MNGT 4720

Enrol now - select a section to enrol in

MNGT 4721 - 71410

Start: Any Time

Online, self-paced

Available

Negotiation and Conflict Resolution

Any Time (30 weeks duration)

Online, self-paced

Canadian in BC/YT non-credit	$837.62	Click here to get more information
Canadian outside BC/YT non-credit	$946.70	Click here to get more information
International Student non-credit	$1,661.15	Click here to get more information

3 credits

Open Learning faculty member information

An Open Learning faculty member is available to assist students. Students will receive the necessary contact information at the start of the course.