Negotiation Theory & Practice in Multi-stakeholder Context

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Course Objectives: The objective of this course is the development of systematic skills in diagnosing and managing conflict in organizations, between organizations and within institutional settings. Towards that end, the students shall: 1) develop an understanding of the factors and conditions giving rise to conflict; 2) explore variables which shape behavior during conflict and push conflicts in productive or destructive directions; 3) examine the characteristics of conflict at the following organizational levels: individual, group, department, interorganizational and within institutional settings; 4) construct a diagnostic framework for analyzing conflicts; and 5) gain experience in using conflict management techniques such as negotiation and mediation. Methods to accomplish these objectives will include readings, lectures, case analyses, role play exercises, simulations, term papers, class discussions, and self-assessment instruments.

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