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RNCM 656: Negotiations and Conflict Management Report a Broken Link

This course introduces and examines the various conflict management and negotiation strategies and techniques. Participants are introduced to how the application of creative thinking to conflict situations can help generate collaborative (win-win) solutions. Formal dispute resolution mechanisms including mediation and arbitration are also covered.

Required Readings

Reading 1: Wheeler, M. (2014). Negotiation analysis: An introduction (HBS Publication No. 9-801-156). Boston, MA: Harvard Business School Publishing.
Reading 2: Ware, J. P. (1980). Bargaining strategies: Collaborative versus competitive approaches (HBS Publication No. 9-480-055). Boston, MA: Harvard Business School Publishing.
Reading 3: Meyer, E. (2015). Getting to si, ja, oui, hai, and da: How to negotiate across cultures. Harvard Business Review, 93(12), 74-80.
Reading 4: Sebenius, J. K. (2002). The hidden challenge of cross-border negotiations. Harvard Business Review, 80(3), 76-85.