CONFLICT & NEGOTIATION MANAGEMENT VTU MBA 4TH SEM

Syllabus

Course Code: 22MBAHR403

 Conflict & Negotiation Management

Module 1                                                                                                             (6 Hours)

Introduction: Conflict: Definition, Meaning, Theories, Types of Conflicts - Productive (Functional) and Destructive (Dysfunctional). Levels of Conflict – Intrapersonal, Interpersonal, Group & Organisational Conflicts, Process and Structural Models. Myths about Conflicts - of Conflicts: Cognitive (Pseudo Conflict), Process (Simple Conflict) and Inter-Personal Conflict (Ego Conflict), Causes of Conflict: Common Causes, Organisational and Interpersonal of Conflict: Traditional, Contemporary and Integrationist, Causes for Work Place Conflicts – Harassment and Discrimination.

Module 2                                                                                                             (7 Hours)

Analogy of Conflict: Stages of Conflicts: Grievances- Personal Needs, Lack of Monetary Benefits and Incentives, Promotion and Recognition, Harassment, Discrimination, Prejudice and Bias, Identity, Unconcern Attitudes of Administration, Frustration, Escalation of Conflicts, and Violence, Cost and Effects of Conflicts. Perspectives of Conflict - Organisational and Individuals. Spectrum of Conflicts- Personal Conflicts, Group Conflicts, Labour Conflicts, Social and Political Conflicts, Contingency Conflict Management Process, Cost of Workplace Conflict, Conflict Mapping and Tracking

Module 3                                                                                                             (7 Hours)

Conflict Management: Nature of Conflict Management, Managing Conflict: Thomas Conflict Resolution Approach (Avoiding, Accommodating, Compromising, Competing, Collaboration) Behavioural Style and Conflict Handling, Cosier Schank Model of Conflict Resolution. Strategies for Resolving Individual, Team and Organisational Level Conflict, Conflict Resolution Process – Persuasion, Counselling and Reconciliation Skills, Negotiation and Arbitration, Skills for Conflict Management – Listening, Mentoring, Mediating, Negotiating, Counselling, Diplomacy, EI (Emotional Intelligence). Conflict Regulation Reduction, Resolution, Transformation

Module 4                                                                                                             (6 Hours)

Negotiation: Negotiations/ Negotiation Strategies –Meaning , Six Foundations of Negotiation, Negotiations, Negotiation Process, Principles for Successful Negotiations, Factors and Essential Skills for Negotiation, Tricks used in Negotiation Process, Psychological Advantage of Negotiations, Techniques of Negotiation, Issues in Negotiations. Negotiation Strategies: Strategy and Tactics for Distributive Bargaining

Module 5                                                                                                             (7 Hours)

Negotiation - Resolving Disputes: Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN), Importance of BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) in Dispute Settlement, Negotiation Strategy and Tactics for Integrative Negotiation, Negotiation Strategy and Planning. Finding and using Negotiation Power, Sources of Power, Implications of Negotiation on Policy Making, Ethics in Negotiation.

Module 6                                                                                                             (7 Hours)

Managing Impasse and Difficult Negotiations: Impasse - Meaning, Definition Third Party Approaches: Third Party Interventions, Formal Intervention Methods – Arbitration, Mediation and Process Consultation, Informal Intervention Methods, Best Practices in Negotiation.