University of South Asia

Faculty of Management Sciences

Course Outline

Study Program:
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INTRODUCTION:
This course focuses on developing your conflict management and negotiating skills. By the

conclusion of this course, you will have improved your ability to diagnose negotiation situations,

strategize and plan upcoming negotiations, and engage in more effective negotiations.

Negotiating effective agreements is typically viewed as a blend of art and science. Consequently,

to assist you in developing effective negotiation and conflict management skills, this course

heavily emphasizes experiential learning through student participation in a variety of exercises and

role-plays. Research on negotiations and conflict will be used to supplement this learning.
Throughout the course you will be placed into numerous realistic negotiation settings, and you will

need to prepare for, participate in, and analyze your negotiations.

The course will end by making the students interact with management practitioners, who will be

invited as Guest Speakers in the class

OBJECTIVES & LEARNING OUTCOMES

THE COURSE OBJECTIVES ARE TO

1. Students will be able to describe the impact of different conflict handling styles in the
workplace.
2. Students will be able to differentiate distributive and integrative negotiation strategies.
3. Students will be able to describe key attributes of alternative dispute resolution
procedures such as the mediation process.

The focus of the course in on:

1. Understanding the central concepts of negotiation and conflict.
2. Providing experience in the negotiation and conflict management process.
3. Effectively diagnosing and planning for different types of negotiation situations.
4. Developing negotiating skills and confidence in a variety of contexts.

LEARNING / TEACHING METHODOLOGY

The learning / teaching methodology would be in-class lectures, group discussions, Role-plays,
Video clippings and Case Discussions. The students would be assessed through short quizzes,
assignment, project, mid and final term exams. The class participation would be encouraged in
order create interactive learning environment.

Student Counselling Schedule

Monday Tuesday Wednesday Thursday Friday Saturday

12.00 Noon- By By 03.00-04.00 By By

01.00 PM Appointment Appointment PM Appointment Appointment

Email for appointments: aamir.abbas@usa.edu.pk

SCHEDULE FOR SESSIONS

Week Session Topic
Week 1 1. Course Overview
2. Course Overview
Week 2 What is Negotiation?
3. Conflict
Types of Conflict
4. Case Study + Quiz 1
Week 3 Challenges in Negotiation
5.
In-Class Activity
6. Case Study + Quiz 2
Major International Conflicts
7.
Week 4 Quiz 3
Disputes
8. Analyzing a dispute
Improved Decision Making
Week 5 Turning conflicts into opportunities
9.
Quiz 5
Dual Concerns Model
10.
Case Study
Week 6 11. Role Plays + Quiz 6
Dual Concerns Model Analysing through multiple perspectives
12.

Week 7 13. Case Study + Quiz 7

14. Pre-mid-term Exam Assignment Discussion
Week 8 Contending
15. Yielding
Compromising
16. Pre-Mid-Term Exam assignment submission + Presentations
Week 9 17. PRE-MID REVIEW SESSION

18. MID-TERM EXAM

Week 10 19. Final Project Outline Discussion + Expectations

Role of Arbitrators and Mediators

20.

+ Quiz 8
Week 11 Interest based Negotiations
21.
. Win-Win Situations
 Principled Negotiations
22. + Quiz 9 + Case

Week 12 Sources of Conflict

23. Conflict Resolution Strategies

Collective Bargaining
Collective bargaining basics
24. Strategies of Collective Bargaining
BATNA vs. WATNA

Week 13 25. Case Study Discussion+ Quiz 10

Group Movie Analysis Project
26. Negotiation and Conflict Resolution
Relating Negotiation to People and Organizations
Week 14 OCB and Workplace Deviance Behaviours
27.
Traits of Good Negotiators
Case Study Discussion + Quiz 11
28.
Week 15 The Negotiating Process Stages + Challenges + Opportunities
29.
Writing a Book Review: Negotiation and Conflict Resolution
30.
+ Quiz 12
Week 16 31. Guest Speaker (Management Practitioner)
32. Project Presentations
Week 17 33. Project Presentations
34 END-TERM REVIEW SESSION
FINAL-TERM EXAM

EVALUATION PLAN
Mid End Total
Quiz + Cases Project
Term Term Marks

10 10 30 50 100

RECOMMENDED TEXT:
Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without

Giving In, second edition. NY: Penguin.

Lewicki, R.J., Saunders, D.M., & Barry, B. (4th edition) Essentials of Negotiation NY: McGraw-

Hill.

Ury, W. (1991). Getting Past No: Negotiating with Difficult People. New York: Bantam

(available through Amazon or local book stores)

Crucial Conversations Tools for talking when stakes are high. (2002) By Kerry Patterson, Joseph
Grenny, Ron McMillian and Al Switzler

Teachers Official Email ID: aamir.abbas@usa.edu.pk