Conflict Management and Negotiation skills mba Third Sem Pune University

Syllabus

SE-HRM-02: Conflict Management and Negotiation Skills

Unit 1: Introduction to Conflict Management- Definition and Nature of Conflict-Understanding Conflict: Positive vs. Negative Conflict, Sources and Causes of Conflict in Organizations: Communication Breakdown, Cultural Differences, etc. Types of Conflict- Intrapersonal, Interpersonal, Intergroup, and Organizational Conflict, Conflict Dynamics and Escalation, Conflict in the Workplace- Effects of Conflict on Organizational Performance, Case Studies of Conflict in Organizations, Conflict Theories and Models-Dual Concern Model, (Process & Structural Model) Thomas-Kilmann Conflict Mode Instrument (TKI)        (7+2)

Unit 2: Conflict Resolution Strategies- Conflict Resolution Styles-Competing, Collaborating, Compromising, Avoiding, and Accommodating, Self-Assessment of Conflict Management Styles, Techniques for Resolving Conflict-Mediation and Arbitration, Collaborative Problem-Solving, Negotiation as a Conflict Resolution Tool, Demonstrate the use of Third Party Conflict Resolution (ADR), Organizational Conflict Resolution Systems-Formal and Informal Conflict Resolution Systems, Best Practices for Organizational Conflict Resolution, Ethical Considerations in Conflict Resolution-Ethical Principles in Managing Conflict, Case Studies of Ethical Dilemmas in Conflict Resolution                                                                                                 (7+2)

Unit 3: Theories and Models of Negotiation- Introduction to Negotiation-Definition and Importance of Negotiation, Stages of Negotiation: Preparation, Negotiation, and Agreement, Negotiation Strategies and Tactics-Distributive vs. Integrative Negotiation, Win-win and Win-lose Strategies, Negotiation Styles and Approaches- The Role of Cultural Influences in Negotiation, Fisher and Ury's "Getting to Yes" Principles, Negotiation Power and Influence- Sources of Power in Negotiation, Influence Tactics and Persuasion, Identifying BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) in the Negotiation Process, Ethics in Negotiation                                                                                                                                     (7+2)

Unit 4: Practical Applications of Negotiation - Negotiation in Business and International Settings-Negotiating with Clients, Suppliers, and Business Partners, Cross-Cultural Negotiations and their Challenges, Leigh Thompson’s 5 Negotiation Mental Models Advanced Negotiation Techniques-Multi-Party Negotiations, Negotiating under Pressure and in Crisis Situations, Negotiating for Value-Creating Value in Negotiations: Expanding the pie, Integrating Negotiation and Conflict Resolution. Role-Playing Negotiation Simulations- Case Studies and Role-Playing Exercises                                                                                    (7+2)

Unit 5: Conflict Management and Negotiation in Leadership - Leadership Styles and Conflict Management- Transformational vs. Transactional Leadership, How Leadership Affects Conflict Outcomes, Managing Conflict in Teams and Organizations- Conflict Management in Team Dynamics, Role of Leaders in Conflict Resolution and Negotiation, Building Negotiation Skills for Leadership- Negotiation and Decision-Making in Leadership Roles, Developing Emotional Intelligence for Better Negotiation Outcomes   (7+2)