Negotiation and Conflict Resolution

Course Description

This unit explores the principles, processes, and practices of negotiation and conflict resolution in organisational and cross-cultural settings. Students learn how to analyse conflict situations, apply negotiation techniques, and develop strategies for effective dispute management. The unit integrates theory with practical applications to prepare learners to address interpersonal, group, and organisational conflicts constructively. Emphasis is placed on global perspectives, communication ethics, emotional intelligence, and collaborative problem-solving. Through self-study and reflective exercises, learners gain insights into managing diverse viewpoints and building sustainable agreements in dynamic business environments.

List of Chapters

1. Understanding Conflict in Organisational Contexts
2. Foundations of Negotiation Theory
3. Communication and Emotional Intelligence in Negotiation
4. Cross-Cultural Negotiation Practices
5. Mediation and Third-Party Intervention
6. Ethics, Power, and Influence in Negotiation
7. Managing Team and Organisational Conflicts
8. Building Long-Term Collaborative Agreements

Learning Outcomes

Upon successful completion of this unit, learners will be able to:

• Analyse the sources, types, and stages of conflict within global organisations.
• Demonstrate the ability to plan, conduct, and evaluate negotiation processes effectively.
• Apply cross-cultural understanding to improve communication and outcomes in negotiation.
• Utilise emotional intelligence to manage interpersonal dynamics and promote collaboration.
• Integrate ethical considerations and professional judgement into conflict resolution practices.
• Develop strategies for long-term relationship management and sustainable organisational harmony.