Negotiation and Conflict

Negotiation and Conflict

Analyze a movie (Thank You for Smoking, Glengarry Glen Ross or other) using the concepts from following Negotiation concepts:
Negotiation Strategy and Tactics
The focus that drives a negotiation strategy: direct effects of strategy choice, indirect effects of strategy choice.

10 steps getting reading to implement the strategy:
defining negotiating goal
Defining the Major Issue Related to Achieving the GoalAssembling the Issues, Ranking Their Importance, and Defining the Bargaining Mix
Defining the Interests
Knowing Your Alternatives (BATNA
Knowing Your Limits, Including a Resistance Point
Analyzing and Understanding the Other Party’s Goals, Issues, and Resistance Points
Setting One’s Own Targets and Opening Bids
Assessing the Social Context of Negotiation
Presenting the Issues to the Other Party: Substance and Process.

10.

Week 15 Discussion
Our final conversation as a learning community will focus on the two bolded questions above:
• Reflect on the three parts of our mission: Catholic, Women and Liberal Arts. Our mission prepares students for transformational leadership. What meaning

does this mission have in your life, your work and your studies?
• Is there a personal commitment that you wish to make in order to continue the legacy of the Sisters of St. Joseph in regard to social justice?
Your professor will give you information about how to participate in this conversation.