BUS 4160


Negotiation and Conflict Resolution presents the development of communication and management skills essential for successfully resolving conflict situations involving labor and management practices. The structural dysfunction of organizations is also explored.


  1. Summarize the characteristics of international negotiations.
  2. Explain the differences between two-party and multi-party negotiations.
  3. Identify the sources of power and communication techniques used during negotiation.
  4. Differentiate between the goals and strategies inherent in negotiation planning.
  5. Name the factors that facilitate successful integrative negotiations.
  6. Interpret the dual concerns model.
  7. Describe the various styles utilized in handling interpersonal conflict.
  8. Analyze the significance of the four key elements of the negotiation process in regard to managing relationships.
  9. Examine the role of emotions or biases in negotiations.




Negotiation (Rev: 7th ed.)

Publisher: McGraw-Hill Education (2015)
Author: Lewicki, R. J., Saunders, D. M., & Barry, B.
ISBN: 978-0-07-802944-8
Price: (No information available)

* Disclaimer: Textbooks listed are based on the last open revision of the course. Prior revisions and future revisions may use different textbooks. To verify textbook information, view the course syllabus or contact Student Services at students@waldorf.edu