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OB 381

Conflict Management and Negotiation

  • autumn

3 units

GSB Student Option LTR/PF

Conflict is unavoidable in every organization. The key question is how it will be handled: will it escalate to dysfunctional levels or will it be effectively managed? Hence, a first aim of the course is to develop your ability to analyze conflicts, to look beneath the surface rhetoric of a conflict, to isolate the important underlying interests, and to determine what sort of agreement (if any) is feasible. We'll analyze which negotiation strategies are effective in different conflicts. We'll also examine psychological and structural factors that create conflict and often pose a barrier to its resolution. But understanding how to analyze a conflict is not enough. To manage conflict effectively, you need a broad repertoire of behavioral skills. Developing these is the second aim of the course. To achieve this, negotiation exercises are used in every session. When playing a role in a simulated conflict, you will be free to try out tactics that might feel uncomfortable in a real one. You will get feedback from your classmates about how you come across. In sum, you can use this course to expand your repertoire of skills, to hone your skills, and to become more adept in choosing when to apply each skill.

Sections

autumn
  • WKS

    • Thursday Tuesday 1:30:00 PM - 2:50:00 PM @ GSB Faculty East 102 with Jonathan Bendor Kelly Wells

      No Exam. Workshop. GSB PhD students need instructor permission. Capacity limited to 40 students. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. 2 Individual Projects/Papers. P/F Allowed. Non-GSB students: See gsb.stanford.edu/NonGSBReg. Participation 45% Projects/Papers 15% Other 40%.

    • Friday Monday 1:30:00 PM - 2:50:00 PM @ GSB Faculty East 102 with Jonathan Bendor Kelly Wells

      No Exam. Workshop. GSB PhD students need instructor permission. Capacity limited to 40 students. Open to MBA and MSx students. Mandatory attendance. Absences impact grade. 2 Individual Projects/Papers. P/F Allowed. Non-GSB students: See gsb.stanford.edu/NonGSBReg. Participation 45% Projects/Papers 15% Other 40%.

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