Multi-party/Multi-Issue Negotiations (MMG748)
CAMBRIDGE COLLEGE SCHOOL OF MANAGEMENT
FALL & SPRING 2011/2012
Instructor:
Martha Belden
800-877-4723 X0163
The major focus of the course is the pre- and post-bargaining table influences of groups (constituents, community, opponents) on individual negotiation and conflict resolution styles. Students develop an understanding of the impact of group process on negotiation and the roles that individual group members play within the negotiation context. Students learn the techniques for managing complex, multi-issue negotiations. The course includes typical third party approaches to conflict resolution. Methodology includes readings and handouts. The text is Negotiation by Roy Lewicki. Instructor and student analyze each negotiation in which the student participates. In a final paper students apply the analytic concepts and interpersonal skills in this and previous courses. Prerequisite: MMG746 (Weekend in mid-April and in early May, Saturday and Sunday 9:00 a.m.-5:00 p.m. ).
