NEGOTIATION TECHNIQUES AND CONFLICT MANAGEMENT SKILLS

Course Description

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NEGOTIATION TECHNIQUES AND CONFLICT MANAGEMENT SKILLS

Evaluation Tools (Active Term)

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Course outcomes

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Course Syllabus

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Reference Books & Course Materials

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Learning Outcomes

1. L01 Discuss the five most common reactions to conflict. SOLO 5
2. L02 Apply one's knowledge of conflict styles to better communicate at work with those having different conflict styles. SOLO 4
3. L03 Evaluate the causes of unproductive conflict within an organization SOLO 5
4. L04 Discuss the steps of the integrative bargaining negotiation process. SOLO 5
5. L05 Demonstrate an understanding of the role of power, emotional intelligence, communication, and trust building and repair in negotiations. SOLO 4
6. L06 Demonstrate an understanding of the differences among alternative dispute resolution (ADR) processes such as facilitation, mediation, arbitration, and others. SOLO 4
7. L07 Analyze dispute characteristics in order to match the dispute with the appropriate ADR process SOLO 4
8. L08 Explain the differences among key conflict theories such as attribution theory, procedural justice theory, conflict ripeness, and others. SOLO 3
9. L09 Apply common negotiation concepts and skills SOLO 4

Program Outcomes

1. P01 PO1: Acknowledged that acquired knowledge and continuous learning will be their competitive advantage by learning new methods and skills which they can use both in their lives and workplace, especially in the field of marketing.
2. P02 PO2: Acquired the necessary skills and knowledge which enforced the students to keep developing themselves by working independently.
3. P03 PO3: Applied the marketing research process by using different techniques from different scientific points of view, and interpreted the findings by combining them with advanced theoretical knowledge in marketing field and develop creative strategies.
4. P04 PO4: Applied critical thinking and evaluate and resolve issues and situations from the perspective of ethical behaviour, responsible management and sustainability.
5. P05 PO5: Been able to use technological tools and share the information obtained during the program in a safe and secure way in their professional and private lives.
6. P06 PO6: Gained the ability to study and work collaboratively with colleagues/co-workers in multicultural environments.
7. P07 PO7: Been able to communicate effectively, both verbally and in writing, with people from different cultures inside and outside the company.
8. P08 PO8: Practiced scenarios and case studies in order to apply various marketing theories knowledge and research with the aim to solve real-life problems faced by organizations.
9. P09 PO9: Comprehended ,analyzed the environmental factors affecting organizations and been able to formulate a marketing plan that will meet the organization's objectives based on the theories and knowledge acquired.
10. P10 PO10: Developed awareness about the environment by associating marketing theories with environmental approaches.
11. P11 PO11: Gained social, scientific and ethical values in the stages of data collection, interpretation, dissemination and application in the field of marketing.

Po-Lo Matrix