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Conflict is inevitable in organizations. Competition, expectations & need for maintaining higher life styles have made conflict an inalienable part of organizational life but the over emphasis on the dysfunctional nature of conflict should not overshadow its functional aspects . Proper management of conflict can have overwhelming influences on organizational effectiveness as well as individual growth.

Career conscious professionals of today focus more on individual growth rather than organizational loyalty. Their desire to rise too fast in the organizational ladder within too less a time frame in furtherance of career goals, underscores the importance of conflict management and negotiation skills.

Managers must be acquainted with the entire spectrum of conflicts and ways of negotiating through the problems.

The course is an imperative for survival & growth in these days of transition & stress.

· Be able to forge proper attitude towards organizational conflict
· Be able to learn to resolve conflicts through negotiations
· Be able to develop capability to strategize negotiations
3. Required Text Books and Reading Material

1. Negotiation Basics: Ralph Anderson , Sage New Delhi, 1993
2. Organizational Behavior :Robbins & Judge
3. Organizational Conflict: Stephen Ackroyd
4. Conflict & Collaboration: Udai Pareek
5. Organisational Behaviour –Text & cases Kavita Singh, Pearson, New Delhi ,2009

4. Tentative Session Plan

Session Number	Topics /Activities	Reading /Case/ Exercise
01	What is conflict, dimensions of conflict, types of goals, nature of conflict, reasons for conflict, cost of conflict, theoretical approaches to conflict, transitions in conflict thought	OB:13th Ed ,Robbins &Judge Organizational Conflict: S.Ackroyd
02-03	Stages of conflict ,conflict processes and consequences, conflict intensity continuum, conflict management techniques, conflict stimulation techniques,	Robbins & Judge
04-05	Types of Conflict: Interpersonal, intrapersonal, role related, goal related, intergroup, inter organizational; hidden conflicts in organizations	OB: Kavita Singh;Chap11
06-07	Sources of conflict ,factors contributing to conflict, levels of conflict as a factor in the system, attitudes for Conflict	Conflict &Collaboration: Uday Pareek
08-09	Conflict management strategies: Interpersonal conflict management, effectiveness of various strategies, , strategies for managing conflicts optimally.	OB : Kavita Singh
10	Resolving conflicts through Third Party Mediations: requisites, stages; stimulating conflicts through organizations	Articles/presentations
11-12	Resolving conflicts through negotiations: Bargaining strategies, negotiation process, individual differences in negotiation effectiveness, third party negotiation	Robbins & Judge/presentations
13	Critical elements of negotiations, elements common to negotiations, relationship, guidelines for managers-accommodation, compromise.	Kavita Singh/ Articles
14-15	Transforming problems into negotiating opportunities : negotiation steps	Negotiation Basics;R.A.Johnson;Ch1
16	Identifying & pursuing useful negotiating goals, finding & using information, making cost-benefit decisions,	Negotiation Basics;R.A.Johnson;Ch2
17	Negotiation Strategies: fitting strategies to situation, soft bargaining, hard bargaining, tit-for tat bargaining, principled bargaining, principled bargaining, standard defusing techniques, representative bargaining.	Negotiation Basics;R.A.Johnson;Ch6
18	Negotiation Tactics &skills: stages, characteristics, four forces of negotiation-leverage, information, training, timing, approach; common negotiation mistakes-pressure building gambits, pressure removing gambits, ending gambits	Negotiation Basics;R.A.Johnson;Ch7
19	Negotiation: The ICON model-Interest, criteria, options, no agreement options;4D process-design, dig & develop, decide
20	Presentations

5. Evaluation: Quiz-10, Presentation-15, Mid Term-25, End Term -30, Assignment-20

6. Academic Integrity: The students are required to maintain absolute integrity in submission of assignments and throughout the course.

Created By: Debasis Mohanty on 08/11/2012 at 08:40 AM
Category: PGDM-II Doctype: Document