This course is designed to help managers and other decision-makers learn to settle workplace and interpersonal disputes by the application of proven negotiating principles and strategies. Learners in this course will explore the fundamentals of Dispute Settlement Negotiation with the help of games, videos, interactive exercises, case studies, and other engaging content.

The course begins by comparing and contrasting the two major types of negotiation: Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN). Key topics converged in the course include the causes of conflict; different styles of conflict management; how to conduct a conflict diagnosis; the uses of a strategy and interest assessment; and methods for avoiding stalemate and achieving a cooperative resolution.

Case studies that simulate real-world conflict-resolution negotiations are incorporated, to illustrate the practical application of the principles and strategies covered in the course.

Learning Outcomes

• Distinguish between Dispute Settlement Negotiation (DSN) and Deal Making Negotiation (DMN)
• Articulate the advantages and disadvantages of negotiation, compared to other methods of conflict resolution
• Explain the importance of BATNA in Dispute Settlement Negotiation
• Describe the most common causes of personal and workplace conflict
• Explain the steps involved in conflict diagnosis
• Describe the five conflict management styles identified by the Thomas-Kilmann Conflict Mode Instrument (TKI)
• Identify the main impediments to achieving a cooperative resolution, and explain how best to circumvent them
• Describe how to develop a strategy and interest assessment
• Explain the importance of active listening in the context of negotiation
• Define ZOPA, and explain its importance in Dispute Settlement Negotiation
• Explain how the ability to identify different negotiating currencies can help negotiators break a stalemate
• Distinguish between "sacred" and "pseudo-sacred" values
• Apply the principles of Dispute Settlement Negotiation to real-world examples

Estimated length: 3 hours
Access time: 90 days

IACET CEUs: .3 (Contact Hours: 3 hours)HRCI Credits: 3 (Type: General)SHRM PDCs: 3