Negotiation and Managing Conflict

A course on negotiation and managing conflict typically covers a range of topics designed to equip participants with the skills and knowledge needed to handle disputes effectively and reach mutually beneficial agreements. Here are some key content areas you might find in such a course:

1. Introduction to Negotiation:
   • Definition and importance of negotiation
   • Types of negotiation (e.g., distributive vs. integrative)
   • Stages of the negotiation process
2. Negotiation Strategies and Tactics:
   • Preparation and planning
   • BATNA (Best Alternative to a Negotiated Agreement)
   • Win-win vs. win-lose strategies
   • Common negotiation tactics and counter-tactics
3. Communication Skills:
   • Active listening
   • Effective questioning techniques
   • Non-verbal communication
   • Building rapport and trust
4. Conflict Resolution:
   • Understanding the nature and sources of conflict
   • Conflict resolution styles (e.g., avoiding, accommodating, competing, compromising, collaborating)
   • Techniques for resolving conflicts constructively
5. Psychological Aspects of Negotiation:
   • Cognitive biases and their impact on negotiation
   • Emotional intelligence in negotiation
   • Managing stress and emotions
6. Cultural Considerations:
   • Cross-cultural negotiation
   • Adapting negotiation styles to different cultural contexts
   • Overcoming cultural barriers
7. Ethics in Negotiation:
   • Ethical dilemmas and considerations
   • Maintaining integrity and fairness
   • Building long-term relationships
8. Practical Applications:
   • Role-playing exercises and simulations
   • Case studies of real-world negotiations
   • Developing a personal negotiation style
9. Mediation and Third-Party Interventions:
   • Role of mediators and arbitrators
   • Techniques for facilitating negotiations
   • When and how to involve third parties
10. Advanced Negotiation Techniques:
    • Multi-party negotiations
    • Negotiating in high-stakes situations
    • Leveraging technology in negotiation

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These topics provide a comprehensive foundation for understanding and mastering negotiation and conflict management. Courses often include interactive elements like role-plays, group discussions, and case studies to help participants apply theoretical concepts to practical scenarios.

​Here are some useful resources for an undergraduate course on Negotiation and Managing Conflict:

​1. MIT OpenCourseWare:
Negotiation and Conflict ManagementMIT offers comprehensive materials for their course on Negotiation and Conflict Management. The resources include:

• Negotiation 101: Essential handouts covering negotiation styles, strategies, conflict styles, bargaining tactics, sources of power, and preparation for negotiations.
• Study Materials: Lists of questions to help students analyze, give feedback, and observe negotiations [1].

You can access these materials here.

2. University of Kentucky: Communication, Negotiation, and Conflict Management in Organizations
This course explores the role of communication in negotiation and conflict management within organizations. It covers:

• Conflict Theories and Approaches
• Negotiation Processes
• Third-Party Intervention
• Strategies and Tactics: Used in various negotiation scenarios such as salary negotiations, team bargaining, and multiparty negotiations [2].

You can find the syllabus and detailed course information here.

3. MIT OpenCourseWare:
Lecture Notes on Negotiation and Conflict Management
MIT also provides lecture notes that cover major concepts in negotiation, including evaluations of classmates' negotiations and weekly journal assignments [3].
You can access the lecture notes here.

These resources should provide a solid foundation for developing course materials for an undergraduate class on negotiation and managing conflict. 

References
[1] Study Materials | Negotiation and Conflict Management | Sloan School of ...
[2] Communication, Negotiation, and Conflict Management in Organizations ...
[3] Negotiation and Conflict Management - MIT OpenCourseWare
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FDU Fall 2025 course by Profession John R. Fugazzie

MGMT_3305_PN Negotiations & Conflict Mgmt

​Fall 2025

Instructors
Fugazzie, J
( [email protected] )
Meeting Information
8/25/2025 - 12/17/2025
Metropolitan Campus, (Fully Online No Meeting Times)
Dates
8/25/2025 - 12/17/2025
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​MGMT_3305 Negotiations & Conflict Mgmt (3 Credits)
This course examines business negotiation principles and practices and builds skills in the process of negotiating business agreements within and across organizations. Students will develop self-awareness through the discovery of their individual sources of negotiating strengths and shape a repertoire of personal negotiation strategies through readings and practical experiential activities.

Negotiation and Managing Conflict