Programs

Data Science

Negotiation and conflict resolution

  • Class 30
  • Practice 15
  • Independent work 45
Total 90

Course title

Negotiation and conflict resolution

Lecture type

Obligatory

Course code

12609

Semester

1

ECTS

4

Lecturers and associates

Course objectives

COURSE GOALS The course is designed to be relevant to the broad spectrum of negotiation issues and challenges that are faced by managers and professionals today. Through team presentations, interactive lectures, dialogue, and excercises students will improve their negotiation confidence and understanding of the art and science of negotiation. The course will emphasize both the theoretical as well as the practical aspects of negotiation process which will be presented and examined through examples applicable in both, professional workplace and personal lives. Course topics are designed to follow learning objectives and include the following: Negotiation basics, Negotiation process, Negotiation Context and Negotiation and conflict resolution effectiveness. In order to improve presentation and communication skills, collaboration and teamwork, in the first part of the semester students will negotiate and establish topics for their team presentations refering to the four main topics of the course. Details about this assignment will be presented during the first weeks of the course. The central issues of this course deal with increasing awareness that emotional intelligence, mental models and lines of communication are the life-blood of a negotiation. In order to gain a better confidence as negotiators who are able to handle complexity of the environment, often conflicting ideas, goals and offerings, students will learn to manage conflict as a place for possibility with the potential to change attitudes and behavior and by thus improve results. Students will further develop their negotiation skills through teamwork and the exercise for collaborative and strategic negotiating which are crucial for effective decision making in the 21st century.

Content

COURSE CONTENT 1. NEGOTIATION BASICS Nature and principles of negotiation Negotiation stages, styles and preparation 2. NEGOTIATION PROCESS The Importance of Communication (verbal and non-verbal) and listening attitudes and filters The Influence of Perception: mental models and EI The Role of Personality: Assertiveness and key negotiating temperaments 3. NEGOTIATION CONTEXT Effects of relationships and power in negotiations Cultural and gender differences in negotiations 4. NEGOTIATION AND CONFLICT RESOLUTION EFFECTIVENESS Managing Conflict: Thomas-Kilmann's conflict inventory Mediation and Third party Intervention Building your own negotiating style, personal negotiating power and self-knowledge Creativity in Negotiation and Conflict Resolution

Required reading

REQUIRED LITERATURE
Magzan, M., T. Babić. (2019). Negotiation and Conflict Resolution: Perfecting the Skills We Use Daily, Algebra, Zagreb.


Budjac Corvette, B. (2017). Conflict Management: A Practical Guide to Developing Negotiation Strategies. Pearson.


Additional reading

RECOMMENDED LITERATURE
Griffith and Goodwin. (2013). Conflict Survival Kit: Tools for Resolving Conflict at Work, 2nd edition. Pearson Education.

Lewicki, Roy J., D. M. Saunders, B. Barry. (2009). Pregovaranje, MATE, Zagreb.

Thompson, L. (2015). The Mind and Heart of the Negotiatior, Global 6th ed. Pearson.

Voss, Chris. (2017). Never Split the Difference: Negotiating as if Your Life Depended on It. Random House Business.

Minimal learning outcomes

  • Define and explain persuasion and the nature, basic principles, stages and styles of negotiation.
  • Identify and describe the role of negotiation subprocesses (communication, perception and personality).
  • Interpret the importance of contextual aspects of negotiation (effects of power, relationships, gender and culture).
  • Explain and classify conflict types and and discuss conflict resolution effectiveness.
  • Identify basic aspects of collaborative and strategic negotiation and decision making through organization and execution of team presentations.

Preferred learning outcomes

  • Examine persuasion, the nature of negotiation and implement the basic negotiation principles and styles.
  • Differentiate and compare relevant examples of negotiation subprocess (examples on communication, perception and personality).
  • Evaluate the importance of contextual aspects of negotiation (effects of power, relationships, gender and culture).
  • Differentiate types of conflict and select appropriate conflict resolution strategy.
  • Applying aspects of collaborative and strategic negotiation and decision making through organization and execution of team presentations.
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