MGT. 456: NEGOTIATION AND CONFLICT MANAGEMENT - Fall 2009 Rex C. Mitchell, Ph.D.

• New and Misc. Notes * Pls. check these every week for possible new or updated information.
• Syllabus and Schedule for TR class
• Syllabus and Schedule for evening class
• Information about exams, forming teams, and initial feedback from short papers


• Modules, in the order they appear in the schedule:
• Introduction to Conflict Management
• Reading Notes
• 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:
• Set 1 - Intro, Goals, Power, Web & W.ch.1-4
• Set 2 - Web & W.ch.5-6
• Set 3 - Communication Skills
• Set 4 - W.ch.7, 9-11
• Set 5 - Negotiation
• Set 6 - Ethical Considerations
• Set 7 - Negotiation Simulation


• Exercises and Cases (most will be introduced in class):
• Negotiation Simulation and Report Assignment
• Negotiation Situation and General Information
• Suggested Form for Making a Negotiation Proposal to the Other Side
• Negotiation Teams
• Exercise 17: Competitive Negotiation
• Case (Tragic Choice)
• Video Case Questions (Measure of a Man)


• Self-assessment Instruments:
• Instrument 1, Your Conflict Style (see W. p.132-133)
• Instrument 2: Negotiation Stance Inventory


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

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Last modified October 11, 2009

Copyright 1995-2009 Rex Mitchell