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CMNS-P10
PGDM 2010-12: Term-V
CONFLICT MANAGEMENT & NEGOTIATION SKILLS
Prof. E. M. Rao
Objective
To provide the students with an understanding of the dynamics of conflict and its variations and to make them acquainted with the tools, technique and skills necessary for managing/resolving conflicts with a sharp focus on “negotiation” as an effective tool for resolving conflicts
Course Content
1. The nature and scope of conflict – Internal vs. External Conflict – Internal conflict: intra-Individual conflict vs. person-role conflict - approach vs. avoidance: consequences and methods of resolving internal conflict
2. External conflict – nature and sources of conflict – context of conflict: social, political and economic conflict and its manifestations – Inter-personal, inter-group & organisational conflict – types of organisational conflict- the ‘what’ and ’why’ of groups
3. Pre-requisites for conflict – inter-dependence vs. independence – Functional vs. Dysfunctional conflict - avoidance of conflict vs. management of conflict: implications
4. Conflict resolution: nature and scope of negotiations – purpose of negotiations - negotiation styles – negotiation strategies – avoidance – competition – accommodating – compromise – collaboration - Application of negotiation strategies
5. Negotiation stages & negotiation skills: planning – preparation – face-to-face negotiations – closing – agreement – implementation & follow-up
6. Ingredients of negotiation skills: Presentation - :Persuasion – Listening and Observing – Questioning – Probing
Pedagogy
Classroom instruction / Interactive sessions / Presentations / Assignment (if considered necessary)
Evaluation Pattern
Presentation: : 15
Class Participation :15 (this should reflect in the performance in exams.)
Mid-term : 30
End-term :40
Total :100
Grading Pattern
80+ = A+; 70+ = A; 60+ = B+; 50+ = B; 45+ = C+; 40+ = C;
35+ = D+; 30+ = D; Below 30 = F
Created By:
Debasis Mohanty
on
08/10/2011
at
02:27 PM
Category
:
PGDM-II
Doctype
:
Document
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