Mar 29, 2024  
2019-2020 Graduate Academic Catalog 
    
2019-2020 Graduate Academic Catalog [ARCHIVED CATALOG]

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MB 7660 - Bargaining and Negotiating

2 lecture hours 4 lab hours 4 credits
Course Description
This course is designed to familiarize the student with strategies for managing conflict and the processes involved in distributive and integrative negotiations. Other topics include influencing tactics, persuasion, third-party interventions, and negotiating in a group context. Through the use of workshop formats, individual assessment and inquiry, and role-playing activities, this course will improve one’s conflict resolution and negotiating skills in an organizational environment. (prereq: MB 6320 , MB 6630 )
Course Learning Outcomes
Upon successful completion of this course, the student will be able to:
  • Identify the fundamental pre-work that negotiators must do to get ready for a successful negotiation: framing the dispute, defining negotiation objectives, and planning
  • Compare the two core approaches to negotiation, the win/win and the win/lose, identifying which is appropriate to a given situation
  • Recognize the basic processes of perception, cognition, and communication that exist in a negotiation and the biases that result
  • Identify the ways that negotiators can find and use leverage
  • Appraise the ethical standards and criteria that surround negotiations
  • Recognize how negotiations and problem solving can be affected by gender, personality, culture, and multiple-party involvement
  • Obtain better organizational and individual results from a conflict resolution or negotiating situation

Prerequisites by Topic
  • None

Course Topics
  • Bargaining and negotiating nature of conflict and negotiating interdependence, mutual adjustment, and value creation
  • Strategizing, framing and planning goals: objectives that drive strategy defining the issues; “framing,” understanding the flow of negotiations and planning
  • Distributive bargaining fundamental strategies: tactical tasks and positions during the negotiation commitment, closing the deal, and hardball tactics
  • Integrative bargaining: key steps/factors that facilitate successful integrative negotiation; difficulty in achieving integrative solutions
  • Perception, cognitive and communication perception in negotiation, cognitive biases in negotiation, managing misperception and cognitive biases, what and how communication takes place in a negotiation, how to improve communication
  • Leverage: leverage as power in a negotiation sources of and how to acquire power managing power: influence and persuasion central and peripheral routes to influence
  • Ethics: what are ethics and how do they apply to negotiations? Major ethical concerns and how they occur, intentions and motives to use deceptive tactics, how to deal with deception
  • Social context: negotiating through others within a relationship, key elements in managing within relationships, using representatives
  • Coalitions: multiple parties and teams coalitions in negotiations, nature of multiparty negotiations, managing multiparty and inter-team negotiations

Coordinator
Dr. Kathleen Miezio



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