Page 4 - DMGT519_Conflict Management and Negotiation Skills

SYLLABUS

Conflict Management and Negotiation Skills

Objectives: To enhance and improve the techniques and skills in conflict management; To manage interpersonal disputes
among parties; To understand and acquire different negotiation skills.

Sr. No. Description
1. Conflict: Different thoughts on conflict, Constructive and Destructive Conflict, Conflict, Chaos and
complexity theories, Systems approach to conflict Diagnosis. Managing, using, resolving conflict through
negotiation.
2. Personality: Facets of Personality and its impact on Negotiation Approach and Temperament. Self-
monitoring, competitiveness and type A and type B personality, Jungian personality preferences, Four main
alternative Preferences and Temperaments. Mental Mechanisms: Major and Minor mental mechanisms
3. Negotiation: All Human Interaction is Negotiation, Negotiation and its components, Personal nature of
Negotiation, Conscious and Unconscious determinants of Negotiation performance, Rules of Negotiation,
Negotiation process and preparation, Team negotiation
4. Negotiation Style: Four major Negotiation Styles (Avoidance, Competitive, Compromising and
Collaborative), choosing the appropriate style, Alternative styles, strategies and techniques of negotiation
5. Understanding the importance of perception, power, communication and leadership and public relations in
negotiation. Principles of persuasion, Third party intervention.
6. Distributive Bargaining: Classical distributive bargaining, Opening offers, Role of norms, Counteroffers.
7. Integrative Bargaining: Integrative versus Distributive Bargaining, The Categorization Method, Interested
based Bargaining.
8. Gaining leverage through power and persuasion: leveraging power from your BATNA (Best Alternative To a
Negotiated Agreement), leveraging the sources of power, leveraging power through persuasion, leverage
power through pressure tactics.
9. Ethics, fairness, and trust in negotiation: Ethics - values and behaviours in negotiations, Fairness -
substantive and procedural fairness in negotiation, appropriate or inappropriate negotiating tactics, Trust –
bases and relationship in negotiating trust, trust and distrust, establishing trust.
10. Closing the Deal and Post Negotiation Evaluation: agreement template, closing stage, moving past
statement and building a relationship.