MGT. 456: NEGOTIATION AND CONFLICT MANAGEMENT - Fall 2011 Rex C. Mitchell, Ph.D.

• New and Misc. Notes * Pls. check these every week for possible new or updated information.
• Syllabus and Schedule for day class
• Syllabus and Schedule for evening class
• Information about exams, forming teams, and feedback about previous short papers
• Reading Notes
• Film clips, some of which we will see in class


• Modules, in the order they appear in the schedule:
• Introduction to Conflict Management
• Goals and Interests
• Power: Fundamental Concepts
• Improving Interpersonal Communications
• Framing
• Assertiveness
• Core Negotiation Concepts
• Competitive Negotiations
• Prenegotiation Preparation
• Ethics


• PowerPoint slides used in overview lecture-discussions (may be minor revisions during the semester):
• Set 1 - Intro, Goals, Power, Web & W.ch.1-4
• Set 2 - Web & W.ch.5-7
• Set 3 - Communication Skills
• Set 4 - W.ch.10
• Set 5 - Negotiation
• Set 6 - Ethical Considerations
• Set 7 - Negotiation Simulation
• Set 8 - W.ch.9


• Exercises and Cases (some others may be introduced in class):
• Negotiation Simulation and Report Assignment
• Negotiation Situation and General Information
• Negotiation Proposal Form
• Negotiation Teams
• Exercise 17: Competitive Negotiation
• Case (False Reports)
• Case (Tragic Choice)
• Video Case Questions (Measure of a Man)
• The Executive Game
• Case (Wedding Fight)
• FAME Exercise


• Self-assessment Instruments:
• Instrument 1, Your Conflict Style (see W. p.146-148)
• Instrument 2: Negotiation Stance Inventory


• Optional Stuff, But Worth a Look:
• Quotations
• Humor
• Writing ER
• Avoiding common writing problems

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Last modified October 17, 2011

Copyright 1995-2011 Rex Mitchell