MGT 753 Conflict Management and Negotiation

MGT 753 Conflict Management and Negotiation, is designed to guide you through the theory and processes of negotiation and conflict in a plethora of environments. The coursework has two key components. First, you will examine the processes and theories of conflict and negotiation (the science). Next, you will simulate conflict and negotiation scenarios (the art). Focus is on negotiation and conflict skills through practical application of those skills in analyzing case studies, and conceptually through the analytic frameworks discussed in the readings and online discussions. Each week will include a negotiation and conflict exercise and a discussion.

Coursework Highlights

Coursework is designed for collaboration and communication. Here are examples of some assignments you may complete as part of MGT 753 Conflict Management and Negotiation.

  • Pick a reality TV show and watch an episode. Discuss why the characters are facing conflict and how they should resolve it. Journal three possible solutions to the conflicts that arise.
  • Create a negotiation analysis paper that illustrates your ability to transfer the negotiation concepts from the course to negotiation situations in your own organization.
  • Write an 8-10 page paper that introduces and explores a form of negotiation strategy, grounded in a specific example or case study that demonstrates its application in the real world.

Weekly Themes

Each week of this course focuses on a different theme. Through assignments, research, and active participation, you will learn various ways negotiations can be carried out in an effective manner. All weekly course material is proposed and subject to change.

Week 1 – Introductions to Negotiations

During the introduction week, you’ll work toward understanding and practicing a skill that you will use in a variety of situations throughout life. Among many things, you’ll learn to:

  • Understand that successful conflict resolution techniques can be a natural or learned skill.
  • Explain how conflict management can have a positive impact on conflict resolution.
  • Determine how personality style can negatively or positively influence negotiation style.
  • Analyze how the North American cultural filter influences the approach to negotiation.
  • Identify why negotiation becomes a more complicated process across cultural borders.

Week 2 – Negotiation Planning

In week two, you’ll explore the three-step process of pre-negotiation planning to set the stage for an effective negotiation and apply the techniques to scenarios. Among many things, you’ll learn to:

  • Identify and explain how the manner in which you define a problem impacts the outcome.
  • Understand and analyze why establishing goals is critical in a negotiation.
  • Analyze why negotiations have certain predictable elements over time.
  • Distinguish between several approaches to describing personality in negotiators.
  • Determine the importance of personality vs. framing, strategizing, and planning in negotiations.
  • Explain how perspective-taking and cognitive abilities exploit integrative potential in negotiations.

Week 3 – Distributive Bargaining - Take it or Leave it

Throughout week three, you’ll examine the basic structure, strategies, and tactics used in competitive or distributive bargaining situations. Among many things, you’ll learn to:

  • Understand and differentiate the essential elements of the distributive bargaining process (DBP).
  • Analyze the role of obtaining commitments in the DBP.
  • Explain the role of hardball tactics in the DBP.

Week 4 – Integrative Bargaining - Win Win Solutions

During the midpoint week of the course, you’ll review a more structured and collaborative approach to negotiations that fosters relationship preservation. Among many things, you’ll learn to:

  • Understand the role of perception in negotiation and the possibility of perceptual distortion.
  • Evaluate the cognitive biases that occur in negotiation.
  • Analyze how people communicate in negotiation and how to improve communication.
  • Explain how impasse occurs in negotiations and how to break impasse.
  • Determine how to respond when the other side is being difficult.

Week 5 – Negotiation and Communication

As you progress to week five, you’ll discuss the importance of body language, voice inflection, and delivery method for effective negotiation. Among many things, you’ll learn to:

  • Understanding the role of perception in negotiation and the possibility of perceptual distortion.
  • Evaluate the cognitive biases that occur in negotiation.
  • Analyze how people communicate in negotiation, and how to improve communication.
  • Explain how impasse occurs in negotiations, and how to break impasse.
  • Determine how to respond when the other side is being difficult.

Week 6 – Group and Third Party Negotiations

In week six, you’ll focus on the challenges associated with multiple party negotiations and the influence and interaction of the participants. Among many things, you’ll learn to:

  • Identify and explain the three types of audiences that may be encountered in a negotiation.
  • Analyze the two different routes by which audiences influence negotiations.
  • Determine the basic strategies to influence audience effects.
  • Ascertain how multi-party coalitions are formed and tactics to strengthen them.
  • Assess the primary distinctions between two-party negotiations and multi-party negotiations.
  • Explore strategies to effectively manage the different stages of multi-party negotiations.

Week 7 – Ethical Negotiations

Throughout this week, you’ll identify different types of power that can be used by individuals as leverage in negotiations, along with the use of unethical tactics. Among many things, you’ll learn to:

  • Identify and explain why power is so important in negotiations.
  • Understand the sources from which we acquire power.
  • Determine the characteristics of the message sent during negotiations.
  • Identify the receivers of persuasion.
  • Define and understand what constitutes ethics and how ethics applies to negotiations.
  • Identify the major types of ethical and unethical conduct that are likely to occur in negotiations.
  • Determine the factors that shape a negotiator's predisposition to use unethical tactics.

Week 8 – Wrap Up

  • During the last week, you’ll take a final exam to test your comprehension of the course material.

Get Started

To learn more about this course or other courses in the online MBA program from the University of Saint Mary, call 877-307-4915 to speak with an admissions advisor or request more information.