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15.667 | Spring 2001 | Graduate

# Negotiation and Conflict Management

#### Course Description

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students …

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute.

Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers.

## Course Info

##### Instructor

- Prof. Mary Rowe

##### Departments

- Sloan School of Management

##### Topics

- Business
  - Business Ethics
  - Industrial Relations and Human Resource Management
  - Management
- Social Science
  - Communication

##### Learning Resource Types

notes Lecture Notes
assignment Written Assignments
co_present Instructor Insights
Podcasts
Options in a conflict management system. (Image courtesy of Robert A. Fein. Used with permission.)

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