This course provides a comprehensive introduction to the concept of negotiation and organizational conflict resolution. Starting with a discussion of the meaning of negotiation, it includes a
discussion of different types of negotiation strategies and emphasizes the significance of an integrative, collaborative, win-win negotiation approach. A variety of topics are discussed including, but
not limited to, some rational and emotional elements in approaching negotiation and conflict resolution, psychological subprocesses, social contexts, individual differences, multiparty situations, and
dealing with impasses. Students learn theories of interpersonal and organizational conflict and its resolution as applied to personal, corporate, historical, and political contexts. The course brings
out the significance of leadership in approaching and managing a negotiation situation and organizational conflict resolution. (4 credits)
Spring term, Section 2 (23876)
Maurie Kelly, PhD, Director of Informatics, Institutes of Energy and the Environment, and Instructor of Risk Management, Smeal College of Business, Pennsylvania State University.
The ability to negotiate effectively is critical for success in business and in a variety of organizational environments. This course provides a comprehensive introduction to concepts in negotiation
and organizational conflict resolution. We begin with an overview of the nature of negotiation and then explore the types of negotiations and their impact including the integrative (win/win approach),
the distributive (win/lose approach), and the various iterations of these two extremes. In addition, we will discuss communication (face to face, virtual, verbal and nonverbal), negotiation contexts,
emotion/perception (psychological intangibles), team/multiparty negotiations, and international negotiations and cultural differences. The objective of this course is to teach students how planning,
strategy, and knowledge can support goals in negotiation situations, particularly for those in management or leadership positions, and help resolve organizational conflicts. We also look at how
successful negotiations (win/win approaches) foster positive long-term relationships among business partners and colleagues, and in all aspects of life. Upon successful completion of this course
students should be able to negotiate effectively by analyzing negotiation situations and apply appropriate strategies and tactics; explain the theory of negotiator behavior; understand the
communication climate necessary for effective negotiations; develop a deeper understanding of the negotiation process (preparation, opening session, bargaining, and settlement); and understand their
individual strengths and weaknesses in terms of personality and behaviors which may influence negotiation processes and outcomes. (4 credits)
