ORG 4160: Negotiation and Conflict Resolution


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 regards 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: 9780078029448
Price: $176.36

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